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| Tekijä: | Bolman Pullins, E. |
| Otsikko: | An exploratory investigation of the relationship of sales force compensation and intrinsic motivation |
| Lehti: | Industrial Marketing Management
2001 : JUL, VOL. 30:5, p. 403-413 |
| Asiasana: | MOTIVATION SALES |
| Vapaa asiasana: | RELATIONSHIP SELLING |
| Kieli: | eng |
| Tiivistelmä: | In an era of relationship selling, one practical concern for sales management has been how to best compensate salespeople to achieve long-term and changing objectives. Intrinsic and extrinsic motivation have long been a concern of sales research, but researchers have done little to relate motivation to the various components of a compensation system. Intrinsic and extrinsic motivation and relationship selling have not been linked either. This article explores these issues to develop a framework for future research on these topics. |
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