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The Influence of Career Stages on Components of Salesperson Motivation

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 autho...

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Published in:	Journal of marketing 1988-01, Vol.52 (1), p.78-92
Main Authors:	Cron, William L., Dubinsky, Alan J., Michaels, Ronald E.
Format:	Article
Language:	English
Subjects:	Business orders Careers Incentive plans Job performance Job performance evaluation Marketing Motivation Motivation research Musical performance Personal selling Psychological attitudes Psychology Rewards Sales Incentives Sales management Sales personnel Sales quotas Salespeople Social research Stages Statistical analysis Studies
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container_title	Journal of marketing
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creator	Cron, William L. Dubinsky, Alan J. Michaels, Ronald E.
description	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.
doi_str_mv	10.1177/002224298805200107
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source	JSTOR Archival Journals and Primary Sources Collection【Remote access available】; ABI/INFORM Archive; ABI/INFORM Global; BSC - Ebsco (Business Source Ultimate)
subjects	Business orders Careers Incentive plans Job performance Job performance evaluation Marketing Motivation Motivation research Musical performance Personal selling Psychological attitudes Psychology Rewards Sales Incentives Sales management Sales personnel Sales quotas Salespeople Social research Stages Statistical analysis Studies
title	The Influence of Career Stages on Components of Salesperson Motivation
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