Power-Base Effects on Salesperson Motivation and Performance: A Contingency View

Article (Web of Science)

• cited authors: Mallin, Michael L.; Ragland, Charles B.
• authors: Mallin, Michael L
• publication date: January 1, 2017
• webpage: Web of Science
• published in: JOURNAL OF BUSINESS-TO-BUSINESS MARKETING Journal

author keyword

• extrinsic motivation
• intrinsic motivation
• managerial power
• sales performance
• social power

• category: BUSINESS Category
• start page: 99
• end page: 121
• volume: 24
• issue: 2