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• W2334646880 endingPage "226" @default.
• W2334646880 startingPage "209" @default.
• W2334646880 abstract "The author reports the results of a study of the motivational implications of the industrial salesperson's personal characteristics and his or her perceptions of the job, the company's organization, and selling constraints. Predictor equations for the salesperson's expectancy and instrumentality estimates are tested empirically. The results indicate the salesperson's personal characteristics and his or her perceptions of supervisory style, organizational communication, job significance and autonomy, job variety and completeness, job complexity, and selling constraints are potentially important predictors of salesforce motivation." @default.
• W2334646880 created "2016-06-24" @default.
• W2334646880 creator A5050651144 @default.
• W2334646880 date "1981-05-01" @default.
• W2334646880 modified "2023-09-27" @default.
• W2334646880 title "An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions" @default.
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• W2334646880 doi "https://doi.org/10.1177/002224378101800208" @default.
• W2334646880 hasPublicationYear "1981" @default.
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