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

Richard C. Becherer · Fred W. Morgan · Lawrence M. Richard

116 citations0/0 files storedJournal of Marketing

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Employee Performance and Motivation Employee Performance and Management Job Satisfaction and Organizational Behavior

Abstract

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.

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References

1964Work and motivation 1976Motivation through the design of work: test of a theory 1975Development of the Job Diagnostic Survey.1971Employee reactions to job characteristics.1969Motivation and Organizational Climate 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 1975A New Strategy for Job Enrichment 1974Expectancy models of job satisfaction, occupational preference and effort: A theoretical, methodological, and empirical appraisal.

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2005New Directions in Sales Leadership Research 2007Analysing the job characteristics model: new support from a cross-section of establishments 2015The future of HR is RH: Respect for humanity at work 1999Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons 2002Going the extra mile 2009Job characteristics, work attitudes and behaviors in a non‐western context

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