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

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

*この研究の対応する著者

研究成果: Article査読

17 被引用数 (Scopus)

抄録

Although substantial research attention has been devoted to motivation of salespeople, there is a paucity of empirical work examining motivational differences of sales personnel from various countries. This dearth of interest is surprising given that previous investigations in non-selling situations have found that employee motivational concerns vary across nations. This paper reports results of a study that focused on motivational perceptions among U.S., Japanese, and Korean salespersons. Findings revealed distinct differences among U.S. salespeople and their Asian counterparts. Few motivational distinctions, however, were observed between Japanese and Korean sales personnel. Managerial and research implications are also discussed. J. BUSN RES 1994. 30.175-185.

本文言語English
ページ(範囲)175-185
ページ数11
ジャーナルJournal of Business Research
30
2
DOI
出版ステータスPublished - 1994 6月
外部発表はい

ASJC Scopus subject areas

  • マーケティング

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