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- W2079139612 abstract "Using survey data from a sample of fleet purchasing managers, we explore the motivational process of industrial buyers. The results reveal direct and indirect links between self-esteem and both extrinsic and intrinsic motivation. The indirect effects of self-esteem on motivation come through industrial buyer responsiveness to leader behavior and formal authority. We explore the implications of integrating dispositional and situational factors in a single model of industrial buyer motivation, both for marketers who seek to better understand their customers and for purchasing managers." @default.
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- W2079139612 title "On the Effects of Dispositional and Situational Variables on the Motivation of Industrial Buyers" @default.
- W2079139612 doi "https://doi.org/10.1300/j033v03n01_02" @default.
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