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The Dimensionality of the Industrial Sales Job Characteristics
Authors:Richard C. Becherer  Fred W. Morgan  John P. McDonald
Affiliation:1. Richard C. Becherer (D.B.A., University of Kentucky) is Associate Professor at Wayne State University in Detroit, Michigan. He has published articles in the Journal of Marketing, Journal of Consumer Research, Decision Sciences, Personnel Journal, and the Journal of the Academy of Marketing Science.;2. Fred W. Morgan (Ph.D., Michigan State University) is Associate Professor at Wayne State University in Detroit, Michigan. He has published articles in the Journal of Marketing, Journal of Consumer Research, Journal of Business, Journal of Advertising, and several other journals and conference proceedings.;3. John P. McDonald (D.B.A., University of Kentucky) is Assistant Professor at Wayne State University in Detroit, Michigan. He has published a number of papers in conference proceedings.
Abstract:Abstract

Sales representative motivation, satisfaction, and performance have been topics of considerable interest to managers and researchers alike for many years. Recently researchers have borrowed conceptualizations from organizational behavior and applied them successfully in the sales setting. For the most part, research on work-related sales representative motivation has focused on either the “expectancy” approach or the “job characteristics” approach. A brief overview is presented, followed by an assessment of the validity of the core dimensions found in the increasingly popular Job Diagnostic Survey in a sales representative context. The managerial implications of the assessment are also discussed.
Keywords:
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