haku: @author Mackenzie, S. B. / yhteensä: 9
viite: 5 / 9
| Tekijä: | MacKenzie, S. B. Podsakoff, P. M. Fetter, R. |
| Otsikko: | The impact of organizational citizenship behaviour on evaluations of salesperson performance (Sales Management, Arbeitsproduktivität, Arbeitsverhalten, Arbeitsmotivation) |
| Lehti: | Journal of Marketing
1993 : JAN, VOL. 57:1, p. 70-80 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG, LEISTUNGSBEURTEILUNG |
| Kieli: | eng |
| Tiivistelmä: | The objective was to examine the impact of organizational citizenship behaviours (OCB's) and objective sales productivity on the performance of sales personnel. The results indicate that - managers recognize citizenship behaviour, - the combination of OCB's and objective sales productivity accounts for more variance, and - the OCB's account for a larger portion of the variance than does sales productivity. The implications for salesforce motivation are discussed. |
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