The Impact of Salesperson Motivation on Role Perceptions and Job ...

the impact of salesperson motivation on role perceptions and - jstor

Moreover, to better understand the distinct impact of role conflict and role ambiguity on job performance, this study captures both dimensions of the ...

Although global intrinsic motivation has been demonstrated to mitigate role conflict and role ambiguity, a more integrative approach would incorporate the ...

The Impact of Salesperson Motivation on Role Perceptions and Job ...

Some studies have found that the salesperson's global intrinsic motivation significantly reduces perceived role conflict and role ambiguity within the.

The effect of salespersons motivation on role perceptions and role ...

This study has been conducted in Mexico and discusses the effect of salesperson motivation on role perception and job performance in the telecommunications ...

The Influence of Salesperson Motivation and Role Perception

The results of this study indicate that, except role conflict, motivation components and role ambiguity are significantly related to the salesperson types.

The Impact of Salesperson Motivation on Role Perceptions and Job ...

Empirical results from a survey of salespeople indicate that, compared to the global motivation constructs, the cognitive and affective representation of I/E ...

The Impact of Salesperson Motivation on Role Perceptions and Job ...

The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective · C. Fred Miao, K. Evans ...

The Impact of Salesperson Motivation on Role Perceptions and Job ...

The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective. 摘要：. 相似文献(共20条):. [1]、, Hur,Won ...

Salesperson intra-career mobility perceptions: Exploring the role of ...

Salespeople can identify with the profession and the organization. · When salespeople engage in identity work, professional identities become salient. · When ...

THE INFUENCE OF SALESPERSON MOTIVATION AND ROLE ...

Role ambiguity and role conflict are two most widely adopted components of role perception. More specifically, the frame- work shows that salespeople differ ...

Extending a model of salesperson role perceptions and work-related ...

The salesforce of a national consumer goods manufacturer was used to conduct two distinct tests of the model of salesperson role perceptions and ...

Enhancing Motivation and Work Performance of the Salespeople

Abstract. This study examines the importance of authoritarian and positive achievement motivation behavior of the supervisors in enhancing salespeople's ...

The Influence of Career Stages on Components of Salesperson ...

Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research ...

Journal of Personal Selling & Sales Management: Vol 27, No 1

Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, ...

Salesperson Performance: Behavior, Motivation, and Role ...

Role perceptions determine whether the salesperson knows what to do in performing a job, and aptitude determines whether the individual has the necessary native ...

An Analysis of Alternative Causal Models of Salesperson Role ... - jstor

found between job anxiety and satisfaction. An Analysis of Alternative Causal Models of. Salesperson Role Perceptions and Work-. Related Attitudes. In recent ...

(PDF) The role of salesperson motivation in sales control systems

It was discovered that both intrinsic and extrinsic motivations are crucial to enriching the job satisfaction of the sales representatives. The study makes ...

Chapter 6: Salesperson Performance: Behavior, Role Perceptions ...

Feelings of ambiguity, conflict, and inaccurate role perceptions can lead to lowered performance. The people that are hired, how they are trained, and the ...

Perceived salesperson self-efficacy: Implications for supervisory ...

This research addresses a gap in our theoretical understanding of salesperson motivation through a conceptual integration and empirical examination of the ...

establishing the importance of a sense of purpose for salespeople

Reexamining the influence of career stages on salesperson motivation: A cognitive and affective perspective. Journal of Personal Selling ...