Article ID Journal Published Year Pages File Type
10493017 Journal of Business Research 2013 7 Pages PDF
Abstract
Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors from a leading direct selling organization were used to examine salesperson's experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salesperson's performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions.
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Social Sciences and Humanities Business, Management and Accounting Business and International Management
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Bringing meaning to the sales job: The effect of ethical climate and customer demandingness
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