2015 | OriginalPaper | Buchkapitel
Sales Force Satisfaction and Planning Activity
verfasst von : John M. Gwin
Erschienen in: Proceedings of the 1986 Academy of Marketing Science (AMS) Annual Conference
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Considerable previous research indicates that salespeople are generally dissatisfied with their jobs, and that at least some, if not most of this dissatisfaction occurs as a result of job or role-related issues. This article proposes that one way the individual salesperson may attempt to moderate the negative effects of role characteristics on satisfaction is through active participation in the process of planning.