Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I

Field sales people have an unusual position in organisations in that they must be highly self‐motivated and self‐reliant, are largely unsupervised, but are often the major conduit for income into a firm. This article explores some theories of motivation in terms of sales staff, some sales and non‐sales activities of salespeople, learning, job satisfaction and performance. It is the first of a two‐part study.

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Year of publication:	1991
Authors:	Lancaster, Geoffrey ; Simintiras, Antonis
Published in:	Management Decision. - MCB UP Ltd, ISSN 1758-6070, ZDB-ID 2023018-7. - Vol. 29.1991, 2
Publisher:	MCB UP Ltd
Subject:	Job satisfaction \| Motivation \| Sales management

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000000068 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014934834