Perceived Organizational Climate and the Process of Salesperson Motivation
1982 ◽
Vol 19
(2)
◽
pp. 240-254
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Keyword(s):
The author examines how organizational climate contributes to salespersons’ intrinsic and extrinsic motivation to perform. On the basis of expectancy-valence theory of motivation, specific relationships between organizational climate and motivational components are tested using a sample of insurance salespersons. Managerial implications and future research directions are discussed.
2007 ◽
Vol 2
(2)
◽
pp. 61-73
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2019 ◽
Vol 10
(3)
◽
pp. 57-73
2017 ◽
Vol 24
(4)
◽
pp. 293-306
◽
2014 ◽
Vol 16
(1)
◽
pp. 2-18
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MANAGEMENT CONTROL SYSTEMS IN MADEIRA ISLAND LARGEST FIRMS: EVIDENCE ON THE BALANCED SCORECARD USAGE
2010 ◽
Vol 11
(4)
◽
pp. 652-670
◽