haku: @author Sujan, H. / yhteensä: 6
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| Tekijä: | Sujan, H. Weitz, B. A. Kumar, N. |
| Otsikko: | Learning orientation, working smart, and effective selling (Arbeitsmotivation, Arbeitsproduktivität, sales management, menschliche Leistungsfähigkeit) |
| Lehti: | Journal of Marketing
1995 : JUL, VOL. 58:3, p. 39-52 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG |
| Kieli: | eng |
| Tiivistelmä: | Sales managers typically concentrate on short-term performance goals and encouraging their salespeople to work hard. Seldom they attempt to motivate or teach their salespeople skills that benefit long-term performance. The authors question the wisdom of de-emphasizing learning by identifying that learning and performance goals are two motivational orientations of salespeople, specifying and testing how these goal orientations influence working smart and hard, and specifying and testing how these goal orientations are influenced by supervisory feedback. |
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