Perceived Organizational Climate and the Process of Salesperson Motivation
基于期望-效价理论，研究组织氛围如何影响保险销售人员的内部和外部工作动力，并检验两者间的具体关系。
The author examines how organizational climate contributes to salespersons’ intrinsic and extrinsic motivation to perform. On the basis of expectancy-valence theory of motivation, specific relationships between organizational climate and motivational components are tested using a sample of insurance salespersons. Managerial implications and future research directions are discussed.