Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?
David Shipley
(University of Bradford Management Centre)
Julia Kiely
(Department of Management, Dorset Institute of Higher Education)
5455
Abstract
The need for effective industrial sales‐force motivation is emphasised and the theoretical relating to Herzberg's theory is discussed. Previous empirical studies are reviewed and the results of a 1985 investigation of British industrial salespeople's views on motivation and dissatisfaction are analysed. Implications concerning the Dual Factor Theory and industrial salesforce management are examined.
Keywords
Citation
Shipley, D. and Kiely, J. (1988), "Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?", European Journal of Marketing, Vol. 22 No. 1, pp. 17-30. https://doi.org/10.1108/EUM0000000005264
Publisher
:MCB UP Ltd
Copyright © 1988, MCB UP Limited