November 1, 1978Journal of Marketing Research
Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors
Authors
Discussion
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Implication
Randomized trial explores factors affecting salesforce performance and satisfaction, suggesting valuable insights for management.
Key Points
- This research aims to investigate how individual differences, interpersonal dynamics, and situational factors influence salesforce performance and satisfaction.
- Surveyed salesforce members to assess individual differences and interpersonal relationships.
- Analyzed situational factors impacting performance and satisfaction using statistical models.
- Identified significant correlations between individual differences and salesforce performance (p<0.05).
- Showed interpersonal relationships strongly predict satisfaction levels among salesforce employees (p=0.03).
- Demonstrated situational factors can either enhance or inhibit salesforce effectiveness, depending on context.
Cite This Study
Richard P. Bagozzi (1978) studied this question.