首页 | 本学科首页   官方微博 | 高级检索  
     


Industrial Salesforce Motivation and Herzberg's Dual Factor Theory: A UK Perspective
Authors:David D. Shipley  Julia A. Kiely
Affiliation:1. David Shipley is a Lecturer in Marketing at The Management Centre, University of Bradford, England. He received degrees in Business (Sheffield Polytechnic) and Economics (Sussex University) and is currently in the closing stages of a Ph.D. thesis (University of Lancaster). His research interests include industrial marketing, marketing stategy and international marketing. He has published many articles on these topics in journals including Industrial Marketing Management and the European Journal of Marketing. His practical experience was gained in the pottery and food industries.;2. Julia Kiely is a Principal Lecturer in the Department of Business Management, Dorset Institute of Higher Education, England. She obtained a B.Sc. in Social Administration followed a few years later by a Ph.D. in Organisational Behaviour. Her current research interests are in job design and advanced manufacturing technology.
Abstract:Abstract

This study examines salespersons' views on the job-related factors that motivate and dissatisfy them. There is a discussion of literature pertaining to Herzberg's theory of motivation which is tested by the results of this survey and questioned as a basis for salesforce motivation planning. The findings of the research are explained and their implications for use in salesforce management are offered.
Keywords:
设为首页 | 免责声明 | 关于勤云 | 加入收藏

Copyright©北京勤云科技发展有限公司  京ICP备09084417号