Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?

David D. Shipley · Julia Kiely

22 citations0/0 files storedEuropean Journal of Marketing

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Employee Performance and Motivation Employee Performance and Management Human Behavior and Motivation

Abstract

The need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are reviewed and the results of a 1985 investigation of British industrial salespeople's views on motivation and dissatisfaction are analysed. Implications concerning the Dual Factor Theory and industrial salesforce management are examined.

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1964Work and motivation 1976The nature and causes of job satisfaction 2017The Motivation to Work 1968Managerial Attitudes and Performance.1977A Reappraisal and Reinterpretation of the Satisfaction-Causes-Performance Hypothesis 1969Equity theory: A review and critique 1969The Affluent Worker: Industrial Attitudes and Behaviour.1976Organizational Climate and Job Satisfaction in the Salesforce

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