Affiliation:
1. Southern Methodist University.
2. University of Missouri.
3. University of Kansas.
Abstract
Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research has explored the impact of career stages on all three components of salesforce motivation—valence, expectancy, and instrumentality. The authors report the results of a study intended to address this void in the sales management literature. Implications for sales management practice and research are offered.
Subject
Marketing,Business and International Management
Cited by
87 articles.
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