the impact of salesperson motivation on role perceptions and

the impact of salesperson motivation on role perceptions and - jstor

The differential impact of the cognitive and affective dimensions of I/E motivation on job performance is theorized as partially mediated by role perceptions.

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

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

This paper empirically examines the effects of salesperson type on motivation components (intrinsic and extrinsic) and role perception (role ambiguity and ...

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 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 role of salesperson motivation in sales control systems

Empirical results from a survey of salespeople support the hypotheses that the cognitive and affective components of I/E motivation have distinct antecedents ...

THE INFUENCE OF SALESPERSON MOTIVATION AND ROLE ...

and (4) apathetic salespersons. The results of this study indicate that, except role conflict, motivation components and role ambiguity are significantly ...

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

0Altmetric. Full Access. Article. The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective · xml · C ...

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 ...

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 ...

(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 ...

establishing the importance of a sense of purpose for salespeople

importance to the sales profession by demonstrating its impact on intrinsic motivation, salesperson behavior, and objective performance.We ...

Motivation and Performance in Industrial Selling - Sage Journals

The role attached to the position of salesman in any firm represents the set of activities or behaviors to be performed by any person occupying that position.

MKTG 3513 Sales Management Web Flashcards - Quizlet

Ones natural ability to excel at sales. One could have equal skill, motivation, and role perceptions but could outperform another. consists of relatively

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 Performance: Behavior, Motivation, and Role ...

This chapter presents a model of salesperson performance and lay the groundwork. It focuses on a key element in the model: the salesperson's role ...