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Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama

Year 2007, Volume: 9 Issue: 3, 62 - 98, 01.09.2007

Şükrü Yapraklı Mustafa Kemal Yılmaz

Abstract

Bu araştırmanın amacı; satış gücü motivasyonu ve iş tatmini ölçeklerini test etmek ve ilaç satış mümessillerinin motivasyon düzeylerinin iş tatminleri üzerindeki etkisini belirlemektir. Araştırmada ayrıca demografik özellikler ile motivasyon ve iş tatmini rasındaki ilişkiyi tespit etmek amaçlanmıştır. Araştırma kapsamını Erzurum’daki ilaç satış mümessilleri oluşturmuştur. Araştırmada kullanılan ölçekler doğrulayıcı faktör analizi ile test edilmiş ve ölçeklerin geçerli olduğu tespit edilmiştir. Araştırma sonucunda finansal olmayan motivasyon araçlarının ilaç satış mümessillerinin motive olmalarını sağladığı tespit edilmiştir. İlaç satış mümessillerinin genel olarak iş tatminlerinin yüksek olmadığı belirlenmiştir. Ayrıca iş tatminini motivasyonun pozitif yönde etkilediği tespit edilmiştir.

Keywords

Motivasyon İş Tatmini Satış Gücü İlaç Sektörü Doğrulayıcı Faktör Analizi

References

  • Aktaş, Cengiz(2005) Türkiye’ nin Turizm Gelirini Etkileyen Değişkenler İçin En Uygun Regresyon Denkleminin Belirlenmesi, Doğuş Üniversitesi Dergisi, Sayı:6 (2), ss.163-174.
  • Amaratunga, Dilanthi ve Baldry, David (2002) Performance Measurement in Facilities Management and Its Relationships With Management Theory and Motivation, Facilities, Volume: 20, Number: 10, s.327-336.
  • Ambrose, Maureen L. ve Kulık, Carol T. (1999) Old Friends, New Faces: Motivation Research in The 1990s, Journal of Management,Volume: 25, Number: 3, ss. 231-292.
  • Barutçugil, İsmet (2004) Stratejik İnsan Kaynakları Yönetimi, Kariyer Yayıncılık, İstanbul..
  • Beltramını, Rıchard F. ve Evans, Kenneth R. (1988) Salesperson Motivation to Perform and Job Satisfaction: A Contest Participant Perspective, The Journal Of oPersonal Selling & Sales Management; Aug. 8, ss.35-42.
  • Brashear, Thomas G., Lepkowska-Whıte, Elzbıeta ve Chelarıu, Cristian. (2003) An Empirical Test of Antecedents and Conseguences of Salesperson Job Satıifaction Among Polish Retail Salespeople, Journal of Business Research, Volume: 56, ss.971-982.
  • Carmelı, Abraham ve Freund, Anat. (2004) Work Commitment, Job Satisfaction and Job Performance: An Empirical Investigation, International Journal of Organization Theory and Behavior, Fall, Number; 7, ss.289-309.
  • Churchıll, Gılbert A., Ford, Jr. Neıl M. ve Walker, Orvılle C. Jr. (1974) Measuring The Job Satisfaction of Industrial Salesman, Journal of Marketing Research, Volume: 11, ss. 252-260.
  • Cooke, Ernest F. (1999) Control and Motivation in Sales Management Through The Compensation Plan”, Journal of Marketing Theory and Practice, Winter, ss.80-84.
  • Deniz, Mehmet. (a) (2005) Bir Tutum Çeşidi Olarak İş Tatmini, Örgütsel Davranış Boyutlarından Seçmeler, Editör: Mehmet Tikici, Nobel Yayın Dağıtım, Ankara, ss.295-332.
  • Deniz, Mehmet. (B). (2005), “İşletme Yönetiminde Motivasyon”, Örgütsel Davranış Boyutlarından Seçmeler, Editör; Mehmet Tikici, Nobel Yayın Dağıtım, Ankara, ss.150-170.
  • Eby, Lıllıan T., Freeman, Deena M., Rush, Mishael C. ve Lance, Charles E. (1999) Motivational Bases of Effective Organizational Commitment: A Partial Test of An İntegrative Theoretical Model, Journal of Occupational and Organizational Psychology, December, ss. 463-483.
  • Eroğlu, Feyzullah (1984). Motivasyon Teorisindeki Son Gelişmeler ve Erzurum’da Faaliyette Bulunan Dört Bankada Teşvik Araçlarının Değerlendirilmesi, Basılmamış Doktora Tezi, Erzurum.
  • Eroğlu, Feyzullah (2000) Davranış Bilimleri, Beta Basım Yayım Dağıtım A.Ş., İstanbul.
  • Futrell, Charles . (1979) Measurement of Salespeople’s Job Satisfaction: Converget and Discriminant Validity of Corresponding Indsales and Jod Descriptive Index Scales, Journal of Marketing Research, Nov. Volume:16, ss. 594-597.
  • Gazioğlu, Şaziye ve Tansel, Aysıt. (2002) Job Satisfaction in Britain:Individual and Job Related Factors, Economic Research Center Working Papers in Economics, January, ss. 1-11.
  • Hastıng, Bıll/Kıely, Julıa/Watkıns, Trevor. (1988), Sales Force Motivation Using Travel Incentives: Some Empirical Evidence, The Journal of Personal Selling & Sales Management, Aug. ss.43-50.
  • Herzberg, Frederıck (2003), One More Time: How Do You Motivate Employees?, Harvard Business Review, January, ss. 87-96.
  • Hochner, Arthur ve Granrose, Cherlyn S. (1985) Sources of Motivation To Choose Ownership As An Alternative To Job Loss, Academy of Management Journal, Volume: 28, Number: 4, ss. 860-875.
  • Homburg, Chrıstıan ve Stock, Ruth M. (2005), Exploring The Conditions Under Which Salesperson Work Motivationcan Lead To Customer Satisfaction, Psychology& Marketing, Vol: 22, ss. 393-420.
  • Hong, Jon-Chao/Lı, Sung-De Yang/En, Jung Wang/Fan, Fu Chıou/Sun, Yın. (1995) Impact of Employee Benefits On Work Motivation and Productivity, The International of Career Management, Volume: 7, Number: 6, ss.10-14.
  • Igalens, Jacques ve Roussel, Partice. (1999), “A Study of The Relationship Between Compensation Package, Work Motivation and Job Satisfaction”, Journal of Organizational Behavior, Volume: 20, ss. 1003-1025.
  • Ingram, Thomas N. ve Bellenger, Danny N. (1982) Motivational Segments in The Sales Force, California Management Review, Spring; 24, ss. 81- 89.
  • Kantak, Dona Massey, Furtrell, Charles M. ve Sager, Jeffrey K. 1992, Job Satisfaction and Life Satisfaction in Sales Force, The Journal of Personal Selling & Sales Management, Volume: 12, Number: 1, ss.1-7.
  • Lai Vincent S., Li, Honglei. (2005) Technology Acceptance Model for Internet marketing: An Invariance Analysis, Information&Management, Vol:42, ss.373-386.
  • Lawrence, Shelley Kıng. (2003), An Examination of the Ralationship Between Job Satisfaction and Intention to Leave Among Specialty Sales Representatives ın a Major Pharmaceutical Organization, Degree Doctor of Philosophy, Capella University, May.
  • Maertz, Carl P. Jr. Ve Grıffeth, Rodger W. (2004), Eigth Motivational Forces and Voluntary Turnover: A Theoretical Synthesis with Implications for Research, Journal of Management, Volume: 30, ss. 667-683.
  • Marcum, James W. (1999) Out With Motivation, In With Engagement, National Productivity Rewiev, Volume: 18, Number: 4,ss. 57-65.
  • Mccoll-Kennedy, Janet R./Kıel, Geoffrey C./Dann Susan J. (1993) Money or Motivation?: Compensating the Salesforce, Marketing Intelligence&Planning, Volume: 11, ss. 13-19.
  • Mengüç, Bülent. (1996) Evidence for Turkish Industrial Salespeople, Testing the Applicability of A Conceptual Model for the Effect of Effort on Sales Performance and Job Satisfaction, European Journal of Marketing, Volume: 30, No:1, ss.35-51.
  • Moncrief , William C., Emin Babakuş, David W. Cravens, Mark Jonston.(1997) Examining the Antecedents and Consequences of Salesperson Job Stress, Europan Journal of Marketing, Volume: 31, Number: 11/12, ss.786-798.
  • Money, R.Bruce ve Graham, John L. (1999) Salesperson Performance, Pay and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan, Journal of International Business Studies, Volume: 30, Number: 1, ss.145-157.
  • Murphy, Wıllıam H. (2004) In Pursuit of Short-Term Goals: Anticipating the Unintended Consequences of Using Special Incevtives to Motivate the Sales Force, Journal of Business Research, Volume: 57, ss.1265- 1275.
  • Naktiyok, Atılhan (2002) Motivasyonel Değerler ve İş Tatmini: Yöneticiler Üzerinde Bir Uygulama, Atatürk Üniversitesi İktisadi ve İdari Bilimler Dergisi, Cilt: 16, Sayı: 3-4, ss. 166-195.
  • Nıcholson, Nıgel. (2003) How to Motivate Your Problem People, Harvard Business Review, January, ss.57-65.
  • Okpara, John O. (2004) Personal Characteristics as Predictors of Job Satisfaction: An Exploratory Study of IT Managers in A Developing Economy, Information Technology&People, Volume: 17, Number: 3, ss.327-338.
  • Oshagbemı, Tıtus. (2003) Personal Correlates of Job Satisfaction: Empirical Evidence from UK Universities, International Journal of Social Economics, Volume:30, Number: 12, ss. 1210-1232.
  • Pekerkan, S.Didem Öztunç. (1990) Salesforce Compensation and Incevtives, Business Administration, Boğaziçi University, Basılmamış Yüksek Lisans Tezi,
  • Pettıjohn, Charles E., Pettıjohn, Linda S. ve Taylor, A.J. (2002) The Influence of Salesperson Skill, Motivation and Trainig on the Practice of Customer-Oriented Selling, Psychology& Marketing, Volume: 19, ss. 743-757.
  • Pettıjohn, Charles, Pettıjohn, Lında S., Taylor, Albert J. ve Keıllor, Bruce D. (2001) Are Performance Appraisals a Bureaucratic Exercise or Can They Be Used to Enhance Sales-Force Satisfaction and Commitment, Psychology&Marketing, Volume: 19, Number: 4, ss. 337-364.
  • Ruthankoon, Rathavoot ve Ogunlana, Stephen Olu. (2003) Testing Herzberg’s Two-Factor Theory in the Tai Construction Industry, Engineering, Construction and Architectual Management, Volume: 10, Number: 5, ss. 333-341.
  • Sabuncuoğlu, Zeyyat ve Tüz, Melek. (2001) Örgütsel Psikoloji, Ezgi Kitabevi, Bursa.
  • Sherman, J. Danıel ve Smıth, Howard L. (1984) The Influence of Organizational Structure on Intrinsic versus Extrinsic Motivation, Academy of Management Journal, Volume:27, Number:4, ss.875-890.
  • Sımıntıras, A.C., Lancaster, G.A ve Cadogan, J.M. (1994) Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself, Journal of Managerial Psychology, Volume: 9, Number: 7, ss.3- 10
  • Sımıntıras, Antonıs C., Cadogan, John W. ve Lancaster, Geoffrey A. (1996) Salesforce Behavior: In Search of Motivational Determinants, Industrial Marketing Management, Volume:25, s.421.
  • Smıth, Kırk, Jones, Elı ve Blaır, Edward. (2000) Managing Salesperson Motivation in a Territory Realignment, The Journal of Personal Selling & Sales Management, Volume: 20, Number: 4, ss.215-226.
  • Spector, Paul E. (1997) Job Satisfaction; Application, Assessment, Cause and Consequences, SAGE Publications Inc., California.
  • TARLAN, DENİZ Ve TÜTÜNCÜ, ÖZKAN (2001) Konaklama İşletmelerinde Başarım Değerlemesi ve İş Doyumu Analizi, Dokuz Eylül Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, Cilt: 3, Sayı: 2, ss.141-154.
  • Taşkın, Erdoğan. (2001) Satış Yönetimi Eğitimi, Papatya Yayıncılık, İstanbul.
  • Teas, R Kenneth. (1983) Supervisior Behavior, Role Stress an Job Satisfaction Industrial Salesperson, Journal Marketing Research, Feb. ss.84-96.
  • Tıetjen, Mark A. ve Myers, Robert M. (1998) Motivation and Job Satisfaction, Management Decision, Volume:36, Number: 4, ss. 226-231.
  • Tyagı, Pradeep K. (1982) Perceived Organizational Climate and the Process of Salesperson Motivation, Journal of Marketing Research, Volume: 19, ss.240-245.
  • Vıgnalı, C. (1997) Motivation Factors That Force Sales Training Programme and the Experience Within the Brewing Industry, Industrial and Commercial Training, Volume: 29. Number:1, ss.10-15.
  • Walker, Orvılle C., Churchıll, Gılbert A. ve Ford, Jr. Neıl M. (1977), Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research, Journal of Marketing Research, Volume: 14, ss.156-168.
  • Wıley, Carolyn. (1997) What Motivates Employees Acording to over 40 Years of Motivation Surveys, International Journal of Manpower, Volume:18 Number: 3, ss. 263-280.
  • Yılmaz, Cengiz (2002) Salesperson Performance and Job Attitudes Revisited: An Extended Model and Effects of Potential Moderators, European Journal of Marketing, Volume: 36, Number: 11/12, ss.1389-1414.

Year 2007, Volume: 9 Issue: 3, 62 - 98, 01.09.2007

Şükrü Yapraklı Mustafa Kemal Yılmaz

Abstract

The purpose of this study is to test motivation - job satisfaction scales of sales force and, to determine the effect of motivation levels of drug represantitives on job satisfaction. In addition, it is carried out with the aim of determining among demographic features, motivation and job satisfaction. The contest of the study consist of drug represantitives in Erzurum city centre. The scales used in the research were tested by means of confirmatory factor analysis, and the currencies were determined. In conclusion it was detected that the non-financal motivation tools motivated the drug represantitives. It was found out that they had job dissatisfaction. In addition, it was found out that job satisfaction effected motivation positively.

Keywords

Motivation Job Satısfaction Sales Force Drug Sector Confirmatory Factor Analysis

References

  • Aktaş, Cengiz(2005) Türkiye’ nin Turizm Gelirini Etkileyen Değişkenler İçin En Uygun Regresyon Denkleminin Belirlenmesi, Doğuş Üniversitesi Dergisi, Sayı:6 (2), ss.163-174.
  • Amaratunga, Dilanthi ve Baldry, David (2002) Performance Measurement in Facilities Management and Its Relationships With Management Theory and Motivation, Facilities, Volume: 20, Number: 10, s.327-336.
  • Ambrose, Maureen L. ve Kulık, Carol T. (1999) Old Friends, New Faces: Motivation Research in The 1990s, Journal of Management,Volume: 25, Number: 3, ss. 231-292.
  • Barutçugil, İsmet (2004) Stratejik İnsan Kaynakları Yönetimi, Kariyer Yayıncılık, İstanbul..
  • Beltramını, Rıchard F. ve Evans, Kenneth R. (1988) Salesperson Motivation to Perform and Job Satisfaction: A Contest Participant Perspective, The Journal Of oPersonal Selling & Sales Management; Aug. 8, ss.35-42.
  • Brashear, Thomas G., Lepkowska-Whıte, Elzbıeta ve Chelarıu, Cristian. (2003) An Empirical Test of Antecedents and Conseguences of Salesperson Job Satıifaction Among Polish Retail Salespeople, Journal of Business Research, Volume: 56, ss.971-982.
  • Carmelı, Abraham ve Freund, Anat. (2004) Work Commitment, Job Satisfaction and Job Performance: An Empirical Investigation, International Journal of Organization Theory and Behavior, Fall, Number; 7, ss.289-309.
  • Churchıll, Gılbert A., Ford, Jr. Neıl M. ve Walker, Orvılle C. Jr. (1974) Measuring The Job Satisfaction of Industrial Salesman, Journal of Marketing Research, Volume: 11, ss. 252-260.
  • Cooke, Ernest F. (1999) Control and Motivation in Sales Management Through The Compensation Plan”, Journal of Marketing Theory and Practice, Winter, ss.80-84.
  • Deniz, Mehmet. (a) (2005) Bir Tutum Çeşidi Olarak İş Tatmini, Örgütsel Davranış Boyutlarından Seçmeler, Editör: Mehmet Tikici, Nobel Yayın Dağıtım, Ankara, ss.295-332.
  • Deniz, Mehmet. (B). (2005), “İşletme Yönetiminde Motivasyon”, Örgütsel Davranış Boyutlarından Seçmeler, Editör; Mehmet Tikici, Nobel Yayın Dağıtım, Ankara, ss.150-170.
  • Eby, Lıllıan T., Freeman, Deena M., Rush, Mishael C. ve Lance, Charles E. (1999) Motivational Bases of Effective Organizational Commitment: A Partial Test of An İntegrative Theoretical Model, Journal of Occupational and Organizational Psychology, December, ss. 463-483.
  • Eroğlu, Feyzullah (1984). Motivasyon Teorisindeki Son Gelişmeler ve Erzurum’da Faaliyette Bulunan Dört Bankada Teşvik Araçlarının Değerlendirilmesi, Basılmamış Doktora Tezi, Erzurum.
  • Eroğlu, Feyzullah (2000) Davranış Bilimleri, Beta Basım Yayım Dağıtım A.Ş., İstanbul.
  • Futrell, Charles . (1979) Measurement of Salespeople’s Job Satisfaction: Converget and Discriminant Validity of Corresponding Indsales and Jod Descriptive Index Scales, Journal of Marketing Research, Nov. Volume:16, ss. 594-597.
  • Gazioğlu, Şaziye ve Tansel, Aysıt. (2002) Job Satisfaction in Britain:Individual and Job Related Factors, Economic Research Center Working Papers in Economics, January, ss. 1-11.
  • Hastıng, Bıll/Kıely, Julıa/Watkıns, Trevor. (1988), Sales Force Motivation Using Travel Incentives: Some Empirical Evidence, The Journal of Personal Selling & Sales Management, Aug. ss.43-50.
  • Herzberg, Frederıck (2003), One More Time: How Do You Motivate Employees?, Harvard Business Review, January, ss. 87-96.
  • Hochner, Arthur ve Granrose, Cherlyn S. (1985) Sources of Motivation To Choose Ownership As An Alternative To Job Loss, Academy of Management Journal, Volume: 28, Number: 4, ss. 860-875.
  • Homburg, Chrıstıan ve Stock, Ruth M. (2005), Exploring The Conditions Under Which Salesperson Work Motivationcan Lead To Customer Satisfaction, Psychology& Marketing, Vol: 22, ss. 393-420.
  • Hong, Jon-Chao/Lı, Sung-De Yang/En, Jung Wang/Fan, Fu Chıou/Sun, Yın. (1995) Impact of Employee Benefits On Work Motivation and Productivity, The International of Career Management, Volume: 7, Number: 6, ss.10-14.
  • Igalens, Jacques ve Roussel, Partice. (1999), “A Study of The Relationship Between Compensation Package, Work Motivation and Job Satisfaction”, Journal of Organizational Behavior, Volume: 20, ss. 1003-1025.
  • Ingram, Thomas N. ve Bellenger, Danny N. (1982) Motivational Segments in The Sales Force, California Management Review, Spring; 24, ss. 81- 89.
  • Kantak, Dona Massey, Furtrell, Charles M. ve Sager, Jeffrey K. 1992, Job Satisfaction and Life Satisfaction in Sales Force, The Journal of Personal Selling & Sales Management, Volume: 12, Number: 1, ss.1-7.
  • Lai Vincent S., Li, Honglei. (2005) Technology Acceptance Model for Internet marketing: An Invariance Analysis, Information&Management, Vol:42, ss.373-386.
  • Lawrence, Shelley Kıng. (2003), An Examination of the Ralationship Between Job Satisfaction and Intention to Leave Among Specialty Sales Representatives ın a Major Pharmaceutical Organization, Degree Doctor of Philosophy, Capella University, May.
  • Maertz, Carl P. Jr. Ve Grıffeth, Rodger W. (2004), Eigth Motivational Forces and Voluntary Turnover: A Theoretical Synthesis with Implications for Research, Journal of Management, Volume: 30, ss. 667-683.
  • Marcum, James W. (1999) Out With Motivation, In With Engagement, National Productivity Rewiev, Volume: 18, Number: 4,ss. 57-65.
  • Mccoll-Kennedy, Janet R./Kıel, Geoffrey C./Dann Susan J. (1993) Money or Motivation?: Compensating the Salesforce, Marketing Intelligence&Planning, Volume: 11, ss. 13-19.
  • Mengüç, Bülent. (1996) Evidence for Turkish Industrial Salespeople, Testing the Applicability of A Conceptual Model for the Effect of Effort on Sales Performance and Job Satisfaction, European Journal of Marketing, Volume: 30, No:1, ss.35-51.
  • Moncrief , William C., Emin Babakuş, David W. Cravens, Mark Jonston.(1997) Examining the Antecedents and Consequences of Salesperson Job Stress, Europan Journal of Marketing, Volume: 31, Number: 11/12, ss.786-798.
  • Money, R.Bruce ve Graham, John L. (1999) Salesperson Performance, Pay and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan, Journal of International Business Studies, Volume: 30, Number: 1, ss.145-157.
  • Murphy, Wıllıam H. (2004) In Pursuit of Short-Term Goals: Anticipating the Unintended Consequences of Using Special Incevtives to Motivate the Sales Force, Journal of Business Research, Volume: 57, ss.1265- 1275.
  • Naktiyok, Atılhan (2002) Motivasyonel Değerler ve İş Tatmini: Yöneticiler Üzerinde Bir Uygulama, Atatürk Üniversitesi İktisadi ve İdari Bilimler Dergisi, Cilt: 16, Sayı: 3-4, ss. 166-195.
  • Nıcholson, Nıgel. (2003) How to Motivate Your Problem People, Harvard Business Review, January, ss.57-65.
  • Okpara, John O. (2004) Personal Characteristics as Predictors of Job Satisfaction: An Exploratory Study of IT Managers in A Developing Economy, Information Technology&People, Volume: 17, Number: 3, ss.327-338.
  • Oshagbemı, Tıtus. (2003) Personal Correlates of Job Satisfaction: Empirical Evidence from UK Universities, International Journal of Social Economics, Volume:30, Number: 12, ss. 1210-1232.
  • Pekerkan, S.Didem Öztunç. (1990) Salesforce Compensation and Incevtives, Business Administration, Boğaziçi University, Basılmamış Yüksek Lisans Tezi,
  • Pettıjohn, Charles E., Pettıjohn, Linda S. ve Taylor, A.J. (2002) The Influence of Salesperson Skill, Motivation and Trainig on the Practice of Customer-Oriented Selling, Psychology& Marketing, Volume: 19, ss. 743-757.
  • Pettıjohn, Charles, Pettıjohn, Lında S., Taylor, Albert J. ve Keıllor, Bruce D. (2001) Are Performance Appraisals a Bureaucratic Exercise or Can They Be Used to Enhance Sales-Force Satisfaction and Commitment, Psychology&Marketing, Volume: 19, Number: 4, ss. 337-364.
  • Ruthankoon, Rathavoot ve Ogunlana, Stephen Olu. (2003) Testing Herzberg’s Two-Factor Theory in the Tai Construction Industry, Engineering, Construction and Architectual Management, Volume: 10, Number: 5, ss. 333-341.
  • Sabuncuoğlu, Zeyyat ve Tüz, Melek. (2001) Örgütsel Psikoloji, Ezgi Kitabevi, Bursa.
  • Sherman, J. Danıel ve Smıth, Howard L. (1984) The Influence of Organizational Structure on Intrinsic versus Extrinsic Motivation, Academy of Management Journal, Volume:27, Number:4, ss.875-890.
  • Sımıntıras, A.C., Lancaster, G.A ve Cadogan, J.M. (1994) Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself, Journal of Managerial Psychology, Volume: 9, Number: 7, ss.3- 10
  • Sımıntıras, Antonıs C., Cadogan, John W. ve Lancaster, Geoffrey A. (1996) Salesforce Behavior: In Search of Motivational Determinants, Industrial Marketing Management, Volume:25, s.421.
  • Smıth, Kırk, Jones, Elı ve Blaır, Edward. (2000) Managing Salesperson Motivation in a Territory Realignment, The Journal of Personal Selling & Sales Management, Volume: 20, Number: 4, ss.215-226.
  • Spector, Paul E. (1997) Job Satisfaction; Application, Assessment, Cause and Consequences, SAGE Publications Inc., California.
  • TARLAN, DENİZ Ve TÜTÜNCÜ, ÖZKAN (2001) Konaklama İşletmelerinde Başarım Değerlemesi ve İş Doyumu Analizi, Dokuz Eylül Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, Cilt: 3, Sayı: 2, ss.141-154.
  • Taşkın, Erdoğan. (2001) Satış Yönetimi Eğitimi, Papatya Yayıncılık, İstanbul.
  • Teas, R Kenneth. (1983) Supervisior Behavior, Role Stress an Job Satisfaction Industrial Salesperson, Journal Marketing Research, Feb. ss.84-96.
  • Tıetjen, Mark A. ve Myers, Robert M. (1998) Motivation and Job Satisfaction, Management Decision, Volume:36, Number: 4, ss. 226-231.
  • Tyagı, Pradeep K. (1982) Perceived Organizational Climate and the Process of Salesperson Motivation, Journal of Marketing Research, Volume: 19, ss.240-245.
  • Vıgnalı, C. (1997) Motivation Factors That Force Sales Training Programme and the Experience Within the Brewing Industry, Industrial and Commercial Training, Volume: 29. Number:1, ss.10-15.
  • Walker, Orvılle C., Churchıll, Gılbert A. ve Ford, Jr. Neıl M. (1977), Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research, Journal of Marketing Research, Volume: 14, ss.156-168.
  • Wıley, Carolyn. (1997) What Motivates Employees Acording to over 40 Years of Motivation Surveys, International Journal of Manpower, Volume:18 Number: 3, ss. 263-280.
  • Yılmaz, Cengiz (2002) Salesperson Performance and Job Attitudes Revisited: An Extended Model and Effects of Potential Moderators, European Journal of Marketing, Volume: 36, Number: 11/12, ss.1389-1414.
There are 56 citations in total.

Details

Other ID JA24HU59ES
Journal Section Articles
Authors

Şükrü Yapraklı This is me

Mustafa Kemal Yılmaz This is me

Publication Date September 1, 2007
Published in Issue Year 2007 Volume: 9 Issue: 3

Cite

APA Yapraklı, Ş., & Yılmaz, M. K. (2007). Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama. ISGUC The Journal of Industrial Relations and Human Resources, 9(3), 62-98.
AMA Yapraklı Ş, Yılmaz MK. Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama. isguc. September 2007;9(3):62-98.
Chicago Yapraklı, Şükrü, and Mustafa Kemal Yılmaz. “Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”. ISGUC The Journal of Industrial Relations and Human Resources 9, no. 3 (September 2007): 62-98.
EndNote Yapraklı Ş, Yılmaz MK (September 1, 2007) Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama. ISGUC The Journal of Industrial Relations and Human Resources 9 3 62–98.
IEEE Ş. Yapraklı and M. K. Yılmaz, “Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”, isguc, vol. 9, no. 3, pp. 62–98, 2007.
ISNAD Yapraklı, Şükrü - Yılmaz, Mustafa Kemal. “Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”. ISGUC The Journal of Industrial Relations and Human Resources 9/3 (September 2007), 62-98.
JAMA Yapraklı Ş, Yılmaz MK. Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama. isguc. 2007;9:62–98.
MLA Yapraklı, Şükrü and Mustafa Kemal Yılmaz. “Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”. ISGUC The Journal of Industrial Relations and Human Resources, vol. 9, no. 3, 2007, pp. 62-98.
Vancouver Yapraklı Ş, Yılmaz MK. Satış Gücü Motivasyonu - İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama. isguc. 2007;9(3):62-98.