Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors
Open Access
- 1 November 1978
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 15 (4) , 517-531
- https://doi.org/10.1177/002224377801500402
Abstract
The author presents a model designed to explain the performance, job satisfaction, and other behavioral outcomes experienced by salespeople. By building on the model of man proposed by Lewin and modern interactionist and social learning theories of personality, the behavior of salespeople is shown to be a function of the person, the interactions the person has with significant others in his or her role set, and forces in the situation. Hypotheses are tested on data gathered on industrial salespeople.Keywords
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