The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction
将工作特征模型应用于工业销售岗位，通过实证研究分析岗位特征与销售人员动机和满意度的关系，对销售管理实践有参考价值。
The job characteristics model of worker motivation has been applied in many organizational settings. An empirical application of this model to the industrial sales position is presented in this article. The model appears to have potential in the study of sales force motivation and satisfaction.