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7. A Path-Analytic Study of a Model of Salesperson Performance.

Author

Dubinsky, Alan J. and Hartley, Steven W.

Subjects
SALES personnel, JOB satisfaction, ROLE conflict, EMPLOYEE motivation
Abstract

Presents a study that examined linkages between salesperson role conflict, role ambiguity, work motivation, overall job satisfaction and job performance. Illustration of the model of salesperson performance; Discussion of the variables in the model and their interrelationships; Effects of self-monitoring; Effects of overall job satisfaction.

Published
1986
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