An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force

1984 ◽  
Vol 12 (4) ◽  
pp. 52-62 ◽  
Author(s):  
Alan J. Dubinsky ◽  
Thomas N. Ingram ◽  
Charles H. Fay
1994 ◽  
Vol 23 (4) ◽  
pp. 273-279 ◽  
Author(s):  
Richard T. Hise ◽  
Edward L. Reid
Keyword(s):  

2011 ◽  
Vol 40 (1) ◽  
pp. 128-138 ◽  
Author(s):  
Teresa M. McCarthy Byrne ◽  
Mark A. Moon ◽  
John T. Mentzer
Keyword(s):  

1976 ◽  
Vol 5 (6) ◽  
pp. 343-350 ◽  
Author(s):  
R.E. Bailey ◽  
Dennis R. McDermott ◽  
John F. Wilson

1977 ◽  
Vol 6 (2) ◽  
pp. 99-102 ◽  
Author(s):  
Robert J. Small ◽  
Larry J. Rosenberg

1982 ◽  
Vol 46 (4) ◽  
pp. 125-135 ◽  
Author(s):  
Richard C. Becherer ◽  
Fred W. Morgan ◽  
Lawrence M. Richard

The job characteristics model of worker motivation has been applied in many organizational settings. An empirical application of this model to the industrial sales position is presented in this article. The model appears to have potential in the study of sales force motivation and satisfaction.


1980 ◽  
Vol 44 (2) ◽  
pp. 65-77 ◽  
Author(s):  
Richard P. Bagozzi

Is the link between performance and job satisfaction myth or reality? Does performance influence satisfaction, or does satisfaction influence performance? This age-old managerial problem is examined with a causal modeling methodology to unravel the true relationship.


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