Sales force job attitudes, design, and behavior
Journal of the Academy of Marketing Science · 1979 · Volume 7 · Issue 1
Abstract
Questionnaires were completed by 605 salesmen of two national pharmaceutical firms. The results of a factor analysis indicated that higher order need satisfaction, job involvement, and intrinsic motivation attitudes are distinct attitudes salesmen have toward their jobs. These three job attitudes were found to be related to job design factors and to job behavior. Implications are that management can design their salesmen's jobs so as to positively influence their sales force attitudes and morale in order to improve job performance and decrease costs associated with job turnover.
Keywords
Intrinsic Motivation, Apply Psychology, Sales Manager, Management Control System, Sale Force
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