The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople

Article Abstract:

Satisfaction with territories significantly affects how sales personnel deal with met expectations, job performance, role conflict, organizational commitment, and intention to leave. When salespersons are dissatisfied, management should respond with either adjusted performance expectations or territory redesign.

Business, Statistical Data Included, Satisfaction

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Factors Affecting the Use of Information in the Evaluation of Marketing Communications Productivity

Article Abstract:

Research into the use of marketing information to evaluate marketing communications productivity in the product development cycle is presented. The productivity of marketing communications is linked to the quality of information and other factors.

Analysis, Marketing research, Market research, Marketing communications, Information management, Business communication

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The role of emotional exhaustion in sales force attitude and behavior relationships

Article Abstract:

Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct. The hypotheses are tested using LISREL 7 to analyze data from a sample of field salespeople from a large international services organization. The empirical results offer strong support for relationships involving role ambiguity and conflict antecedents and organizational commitment, job satisfaction, performance, and intention-to-leave consequences of emotional exhaustion. (Reprinted by permission of the publisher.)

Mental health, Stress (Psychology)

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