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- W3045944699 endingPage "204" @default.
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- W3045944699 abstract "• Enablement programs that satisfy channel partners' autonomy and relatedness needs have positive impacts on intrinsic motivation. • Enablement programs that satisfy channel partner's competence and relatedness needs have negative impacts on extrinsic motivation. • Intrinsic motivation has a positive impact on partners' service and sales ability, intentions to engage in further training, and recommendations of the training program to others. • Extrinsic motivation has a negative impact on partners' service and sales ability, intentions to engage in further training, and recommendations of the training program to others. • Channel partner perceived effort–reward unfairness diminishes positive (negative) effects of need satisfaction on intrinsic (extrinsic) motivation." @default.
- W3045944699 created "2020-08-03" @default.
- W3045944699 creator A5051074190 @default.
- W3045944699 creator A5067262667 @default.
- W3045944699 creator A5072175047 @default.
- W3045944699 date "2020-10-01" @default.
- W3045944699 modified "2023-09-23" @default.
- W3045944699 title "A self-determination theory approach to motivating engagement with channel partner enablement programs" @default.
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- W3045944699 doi "https://doi.org/10.1016/j.indmarman.2020.07.003" @default.