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Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel

Author

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  • Dubinsky, Alan J.
  • Kotabe, Masaaki
  • Lim, Chae Un
  • Michaels, Ronald E.

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Suggested Citation

  • Dubinsky, Alan J. & Kotabe, Masaaki & Lim, Chae Un & Michaels, Ronald E., 1994. "Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel," Journal of Business Research, Elsevier, vol. 30(2), pages 175-185, June.
    • Handle: RePEc:eee:jbrese:v:30:y:1994:i:2:p:175-185
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    Cited by:

    1. Rajagopal, 2006. "Analysis of Effective Control Practices in Sales Management: A Comparative Study in Developing Countries," Marketing Working Papers 2006-04-MKT, Tecnológico de Monterrey, Campus Ciudad de México.
    2. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    3. Miao, C. Fred & Evans, Kenneth R. & Shaoming, Zou, 2007. "The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited," Journal of Business Research, Elsevier, vol. 60(5), pages 417-425, May.

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