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Industrial salesforce satisfaction and performance with Herzberg's theory |
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| Authors: | Robert Berl Terry Powell Nicholas C. Williamson |
| Affiliation: | Memphis State University, Memphis, TN 38152, USA |
| Abstract: | Sales managers are seeking answers to facilitate the salesforce motivational process. This study empirically tested one of the most prominant motivational theories, which, some authorities consider the leading work formulated on the idea that satisfaction leads to performance. This study found no support for Herzberg's dichotomy or the correlation between satisfaction and performance. |
| Keywords: | Address correspondence to: Professor Robert Berl Department of Marketing Memphis State University Memphis TN 38152 USA. |
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