Another look at motivating – and retaining – salespeople

  title={Another look at motivating – and retaining – salespeople},
  author={Christine Jaushyuam Lai and Bruce D Gelb},
Purpose This study aims to investigate to what extent salespeople are satisfied, dissatisfied or neither with various aspects of their job in ways predicted by the “two-factor model” assocating satisfaction with recognition and personal growth but not “hygiene factors.” It further investigates which aspects of the salesperson’s job are most strongly associated with commitment to the organization – or intention to leave. Design/methodology/approach Interviewers… CONTINUE READING

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