haku: @author Perez, P. / yhteensä: 3
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| Tekijä: | Garrido, M. J. Pérez, P. Antón, C. |
| Otsikko: | Determinants of sales manager job satisfaction. An analysis of Spanish industrial firms |
| Lehti: | International Journal of Human Resource Management
2005 : OCT, VOL. 16:10, p. 1934-1954 |
| Asiasana: | job satisfaction sales management human resource management Spain |
| Kieli: | eng |
| Tiivistelmä: | The authors aim to define which factors determine the job satisfaction of sales managers, and they concentrate especially on the influence of different kind of human resource practices like compensation, training and job design. The article presents a model that is empirically tested in Spanish industrial companies. Empirical analysis of the model shows how the level and type of compensation as well as the resources and autonomy as a part of the quality of job design seem to be fundamental to the job satisfaction of sales managers. The authors conclude how companies would have to combine the economic and non-economic incentives more effectively to satisfy their sales executives. |
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