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An evaluation of job satisfaction among salespersons in a small department store using four psychological measures.

Description: The purpose of this study was to examine the potential of three independent psychological scales (Rotter's Locus of Control, Karasek's Job Content Questionnaire [non-injury job stress], and Rosenberg's Self-Esteem Scale) to predict job satisfaction, as measured by Brayfield and Rothe's Index of Job Satisfaction, among salespersons in a small independent department store in Wichita Falls, Texas. An 82-item survey which examined the dynamics of a salesperson's work life was administered to 20 ind… more
Date: May 2002
Creator: Webb, Ruth Sherrill
Item Type: Refine your search to only Thesis or Dissertation
Partner: UNT Libraries
open access

An Analysis of Sales People's Perceptions of Performance Appraisal Criteria at a Telecommunications Corporation.

Description: The purpose of this study was to identify and analyze sales people's perceptions of performance appraisal criteria in a telecommunications corporation. The study was prompted by the perceived disillusionment of the sales people with the current performance appraisal criteria. The perceptions of 67 sales people were assessed using a questionnaire developed by the researcher. One-way analysis of variance procedures (ANOVA) were used to determine if there were statistically significant differences… more
Date: December 2001
Creator: Harris, Ellen L.
Item Type: Refine your search to only Thesis or Dissertation
Partner: UNT Libraries
open access

Levels of resourcefulness and motivation as they relate to sales force success: An examination of correlates using the hope theory.

Description: This study sought to determine whether a relationship existed between individual salesperson's levels of goal-directed cognition and motivation and their professional success as determined by the percentage of sales goals achieved. Salespersons represented two companies with national sales forces: one from the financial services industry and one from the apparel manufacturing industry. Both groups of salespeople were responsible for complex selling tasks. The skill sets for these professionals … more
Date: December 2002
Creator: Pool, Patricia W.
Item Type: Refine your search to only Thesis or Dissertation
Partner: UNT Libraries
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