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Notes

  • 1. Yeung, R. (2011). I is for Influence: The new science of persuasion. London: Macmillan.
  • 2. Keaveney, S.M., & Nelson, J.E. (1993). Coping with organizational role stress: Intrinsic motivational orientation, perceived role benefits, and psychological withdrawal. Journal of the Academy of Marketing Science, 21, 113-124.

Shore, L.M., & Martin, H.J. (1989). Job satisfaction and organizational commitment in relation to work performance and turnover intentions. Human Relations, 42, 625-638.

3. Brown, S.P., Cron, W.L., & Leigh, T.W. (1993). Do feelings of success mediate sales performance-work attitude relationships? Journal of the Academy of Marketing Science, 21, 91—99.

Darden, WR., Hampton, R., & Howell, R.D. (1989). Career versus organizational commitment: Antecedents and consequences of retail salespeople’s commitment. Journal of Retailing, 65, 80—105.

MacKenzie, S.B., Podsakoff, P.M., & Ahearne, M. (1998). Some possible antecedents of in-role and extra-role salesperson performance. Journal of Marketing, 62, 87—98.

  • 4. Judge, T.A., Bono, J.E., Thoresen, C.J., & Patton, G.K. (2001). The job satisfaction-job performance relationship: A qualitative and quantitative review. Psychological Bulletin, 127 (3), 376—407.
  • 5. Ibid.
  • 6. Humanism is a philosophical and ethical stance that emphasizes the value and agency of human beings, individually and collectively.
  • 7. Ulrich, D., & Ulrich, W. (2010). The why of work: How great leaders build abundant organizations that win. New York: McGraw-Hill.
  • 8. Pink, D.H. (2009). Drive: The surprising truth about what motivates us. New York: Riverhead Books.
  • 9. Ibid.
  • 10. Taylor, F.A. (1919). The principles of scientific management. New York: Harper & Brothers.
  • 11. Pink, D.H. (2009). Drive: The surprising truth about what motivates us. New York: Riverhead Books.
  • 12. https://en.wikipedia.org/wiki/Human_relations_movement
  • 13. Pink, D.H. (2009). Drive: The surprising truth about what motivates us. New York: Riverhead Books.
  • 14. Ibid.
  • 15. Ibid.
  • 16. Hamel, G. (2009). Moon shots for management. Harvard Business Review, 87, 91-98.
  • 17. Ibid.
  • 18. Sinek, S. (2009). Start with why. New York: Penguin.
  • 19. Pink, D.H. (2009). Drive: The surprising truth about what motivates us. New York: Riverhead Books.
 
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