Attribution Processes and Salesforce Expectancy Perceptions
Considerable research has been conducted on the applicability of [@R36] expectancy theory of motivation within the context of sales force management. A number of models have been specified that attempt to explain salesperson expectancy estimates. Unfortunately, the results of much of the research di...
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| Autori principali: | , , |
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| Natura: | Artigo |
| Lingua: | Inglês |
| Pubblicazione: |
Marketing Management Association
1997-01-01
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| Serie: | Marketing Management Journal |
| Accesso online: | https://doi.org/10.63963/001c.150695 |
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