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- W2275131982 abstract "This research examines sales force motivation by integrating concepts and frameworks from expectancy theory and behavioral decision theory. With its focus on individual mental process variables, behavioral decision theory presents researchers with an opportunity to complement the expectancy framework and therefore improve our understanding of salesperson motivation. A set of research propositions, applying three behavioral decision theory concepts to an expectancy framework, is offered." @default.
- W2275131982 created "2016-06-24" @default.
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- W2275131982 date "2013-10-24" @default.
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- W2275131982 title "Research Note: Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences" @default.
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