The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction

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Bibliographic Details
Authors and Corporations: Becherer, Richard C., Morgan, Fred W., Richard, Lawrence M.
In: Journal of Marketing, 46, 1982, 4, p. 125-135
published:
American Marketing Association
Media Type: Article, E-Article

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further information
Physical Description: 125-135
ISSN: 0022-2429
published in: Journal of Marketing
Language: English
Collection: sid-55-col-jstorbusiness
sid-55-col-jstoras7
sid-55-col-jstorbusiness2archive
JSTOR Business & Economics
JSTOR Arts & Sciences VII Archive
JSTOR Business II Archive
Table of Contents

<p>The job characteristics model of worker motivation has been applied in many organizational settings. An empirical application of this model to the industrial sales position is presented in this article. The model appears to have potential in the study of sales force motivation and satisfaction.</p>