Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research has explored the impact of career stages on all three components of salesforce motivation—valence, expectancy, and instrumentality. The authors report the results of a study intended to address this void in the sales management literature. Implications for sales management practice and research are offered.
No takes yet. Share an insight, caveat, or question.
Cron et al. (1988) studied this question.
Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context: