Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself

Abstract

Examines salespeople′s attitudes towards specific sales tasks and work‐related aspects; anticipated fulfilment or non‐fulfilment to various organizational outcomes; and self‐perceived emotional and performance‐related outcomes at the workplace. Suggests that there is a relationship between anticipated (non)‐fulfilment and perceived levels of job (dis)satisfaction, motivation and performance. Opportunities for creating a highly satisfied salesforce depend mostly on the managerial effectiveness in bridging the gap between salespeople′s preferred and anticipated outcomes.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 16 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.