THE IMPACT OF INDIVIDUAL AND MANAGERIAL FACTORS ON SALESPEOPLE'S BEHAVIORAL EFFORT TO DO MARKETING INTELLIGENCE ACTIVITIES

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SAFARZADEH H.; MOSADDAR M.

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Paper Information

Journal: JOURNAL OF INDUSTRIAL STRATEGIC MANAGEMENT (PAJOUHESHGAR) Year:2012 | Volume:9 | Issue:27 Page(s): 95-106

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Title

THE IMPACT OF INDIVIDUAL AND MANAGERIAL FACTORS ON SALESPEOPLE'S BEHAVIORAL EFFORT TO DO MARKETING INTELLIGENCE ACTIVITIES

Author(s)

SAFARZADEH H. | MOSADDAR M. | Issue Writer Certificate

Keywords

MARKETING INTELLIGENCEQ2

INDIVIDUAL FACTORSQ2

MANAGERIAL FACTORSQ1

BEHAVIORAL EFFORTQ2

Abstract

The purpose of this research is to investigate the impact of INDIVIDUAL FACTORS as organizational commitment and upward mobility and MANAGERIAL FACTORS naming behavioral control system including feedback, recognition, participation in decision making as three variables affecting salespeople's motivation to do MARKETING INTELLIGENCE activities and then, to represent the effect of motivation on the final dependent variable titled the salespeople's BEHAVIORAL EFFORT by studying 225 salespeople in Saipa company. Testing the model proposed indicates that the individual and MANAGERIAL FACTORS play influential roles in constructing both motivation and BEHAVIORAL EFFORT toward MARKETING INTELLIGENCE by salespeople. According to results obtained, the motivation to do MARKETING INTELLIGENCE activities are mostly influenced by feedback and salespeople's BEHAVIORAL EFFORT are mostly under the influence of organizational commitment.

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APA: Copy

SAFARZADEH, H., & MOSADDAR, M.. (2012). THE IMPACT OF INDIVIDUAL AND MANAGERIAL FACTORS ON SALESPEOPLE'S BEHAVIORAL EFFORT TO DO MARKETING INTELLIGENCE ACTIVITIES. JOURNAL OF INDUSTRIAL STRATEGIC MANAGEMENT (PAJOUHESHGAR), 9(27), 95-106. SID. https://sid.ir/paper/151399/en

Vancouver: Copy

SAFARZADEH H., MOSADDAR M.. THE IMPACT OF INDIVIDUAL AND MANAGERIAL FACTORS ON SALESPEOPLE'S BEHAVIORAL EFFORT TO DO MARKETING INTELLIGENCE ACTIVITIES. JOURNAL OF INDUSTRIAL STRATEGIC MANAGEMENT (PAJOUHESHGAR)[Internet]. 2012;9(27):95-106. Available from: https://sid.ir/paper/151399/en

IEEE: Copy

H. SAFARZADEH, and M. MOSADDAR, “THE IMPACT OF INDIVIDUAL AND MANAGERIAL FACTORS ON SALESPEOPLE'S BEHAVIORAL EFFORT TO DO MARKETING INTELLIGENCE ACTIVITIES,” JOURNAL OF INDUSTRIAL STRATEGIC MANAGEMENT (PAJOUHESHGAR), vol. 9, no. 27, pp. 95–106, 2012, [Online]. Available: https://sid.ir/paper/151399/en

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