An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

Thomas G. Brashear; Elzbieta Lepkowska-White; Cristian Chelariu

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An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

机译：波兰零售销售人员对销售人员工作满意度的前因和后果的经验检验

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摘要

This study looks at the applicability of retail sales management theory in a transitional economy. A theoretical model of in-role sales performance, satisfaction, commitment, and turnover based on previous empirical work is tested with a sample of 331 retail salespeople in Poland. The structural model shows strong support for the applicability of Western sales management theory in a transitional economy.

机译：本研究着眼于零售经济管理理论在转型经济中的适用性。基于波兰的331名零售销售人员，对基于以前的经验工作的角色内销售绩效，满意度，承诺和营业额的理论模型进行了测试。结构模型为西方销售管理理论在转轨经济中的适用性提供了强有力的支持。

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来源
《Journal of Business Research》 |2003年第12期|p.971-978|共8页
作者
Thomas G. Brashear; Elzbieta Lepkowska-White; Cristian Chelariu;
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作者单位

Isenherg School of Management, University of Massachusetts Amherst, 121 Presidents Drive, Amherst, MA 01003, USA;

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原文格式 PDF
正文语种 eng
中图分类贸易经济;
关键词
sales management; retailing; international;

机译：销售管理;零售;国际;

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An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

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