The Influence of Career Stages on Components of Salesperson Motivation
研究了职业阶段如何影响销售人员动机的三个组成部分（效价、期望、工具性），填补了销售管理文献中的空白，对销售管理实践和研究有启示。
Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research has explored the impact of career stages on all three components of salesforce motivation—valence, expectancy, and instrumentality. The authors report the results of a study intended to address this void in the sales management literature. Implications for sales management practice and research are offered.