Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance
研究了工作维度和领导行为对销售人员内在与外在工作动机的相对影响，发现工作维度更能提升整体动机，而领导行为对外在动机影响更大。
This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative effects of job dimensions and leadership behavior on intrinsic and extrinsic work motivation of salespersons are examined, with results indicating that key job dimensions are more instrumental in enhancing work motivation, and leadership behavior more influential in effecting extrinsic motivation. A number of major implications based on these findings are discussed.