haku: @indexterm SALES / yhteensä: 476
viite: 274 / 476
| Tekijä: | Brown, S. Peterson, R. |
| Otsikko: | The effect of effort on sales performance and job satisfaction |
| Lehti: | Journal of Marketing
1994 : APR, VOL. 58:2, p. 70-80 |
| Asiasana: | SALES JOB SATISFACTION MOTIVATION |
| Kieli: | eng |
| Tiivistelmä: | The authors address a fundamental gap in understanding how sales performance and job satisfaction are determined in an investigation of the sales force of a direct-selling organization. Results indicate a direct positive effect of work-related effort on job satisfaction that is not mediated by sales performance. This is inconsistent with commonly accepted theoretical models and suggests that the perspective of work as a "terminal value" has been underemphasized in models of work behavior. |
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