MOTIVATION AND PERFORMANCE IN INDUSTRIAL SELLING - PRESENT KNOWLEDGE AND NEEDED RESEARCH

被引：306

作者：

WALKER, OC

CHURCHILL, GA

FORD, NM

机构：

[1] UNIV MINNESOTA,MINNEAPOLIS,MN 55455

[2] UNIV WISCONSIN,MADISON,WI 53706

来源：

JOURNAL OF MARKETING RESEARCH | 1977年 / 14卷 / 02期

关键词：

D O I：

10.2307/3150465

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：156 / 168

页数：13

共 40 条

[1] EMPIRICAL TEST OF A NEW THEORY OF HUMAN NEEDS [J].

ALDERFER, CP .

ORGANIZATIONAL BEHAVIOR AND HUMAN PERFORMANCE, 1969, 4 (02) :142-175

[2]

ALEXANDER M, 1965, SALES MANAGEMENT

[3] SALESMANS ROLE REVISITED [J].

BELASCO, JA .

JOURNAL OF MARKETING, 1966, 30 (02) :6-8

[4]

Burton William L., 1960, SELLING ITS BORADER, P62

[5]

CHURCHILL GA, 1976, J MARKETING RES, V13

[6] RECONSIDERATION OF RELATIONSHIP BETWEEN SATISFACTION AND JUDGED IMPORTANCE OF ENVIRONMENTAL AND JOB CHARACTERISTICS [J].

DACHLER, HP ;

HULIN, CL .

ORGANIZATIONAL BEHAVIOR AND HUMAN PERFORMANCE, 1969, 4 (03) :252-266

[7]

Ford N. M., 1976, MARKETING 1776 1976, P403

[8] EMPIRICAL INVESTIGATION OF MOTIVATIONAL DETERMINANTS OF TASK PERFORMANCE - INTERACTIVE EFFECTS BETWEEN INSTRUMENTALITY-VALENCE AND MOTIVATION-ABILITY [J].

GALBRAITH, J ;

CUMMINGS, LL .

ORGANIZATIONAL BEHAVIOR AND HUMAN PERFORMANCE, 1967, 2 (03) :237-257

[9]

Ghiselli E. E., 1966, VALIDITY OCCUPATIONA

[10] EVALUATION OF CAUSAL MODELS LINKING RECEIVED ROLE WITH JOB SATISFACTION [J].

GREENE, CN ;

ORGAN, DW .

ADMINISTRATIVE SCIENCE QUARTERLY, 1973, 18 (01) :95-103

← 1 2 3 4 →