The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance
Abstract
This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative effects of job dimensions and leadership behavior on intrinsic and extrinsic work motivation of salespersons are examined, with results indicating that key job dimensions are more instrumental in enhancing work motivation, and leadership behavior more influential in effecting extrinsic motivation. A number of major implications based on these findings are discussed.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Development of the Job Diagnostic Survey.
Hackman, J. R., & Oldham, G. R. (1975) · Journal of Applied Psychology · doi:10.1037/h0076546 · Cited by 7,246
Employee reactions to job characteristics.
Hackman, J. R., & Lawler, E. E. (1971) · Journal of Applied Psychology · doi:10.1037/h0031152 · Cited by 2,442
Fiedler, F. E. (1971) · Psychological Bulletin · doi:10.1037/h0031454 · Cited by 343
Cited by
Humphrey, S. E., Nahrgang, J. D., & Morgeson, F. P. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.5.1332 · Cited by 2,303
Performance, incentives, and needs for autonomy, competence, and relatedness: A meta-analysis
Cerasoli, C. P., Nicklin, J. M., & Nassrelgrgawi, A. S. (2016) · Motivation and Emotion · doi:10.1007/s11031-016-9578-2 · Cited by 202
Bande, B., Fernández-Ferrín, P., Varela-Neira, C., & Otero-Neira, C. (2016) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2014-0046 · Cited by 139
The Structure of Interpersonal Trust in the Workplace
Schindler, P. L., & Thomas, C. C. (1993) · Psychological Reports · doi:10.2466/pr0.1993.73.2.563 · Cited by 136
Temporary Employees in Singapore: What Drives Them?
Tan, H.-H., & Tan, C.-P. (2002) · The Journal of Psychology · doi:10.1080/00223980209604141 · Cited by 80
Metadata
- Authors
- Tyagi, P. K.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1985-06
- Volume
- 49
- Issue
- 3
- Pages
- 76-86
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2322302913
- Cited by
- 261
- References
- 3
- FWCI
- 4.44
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance. https://app.cochat.ai/papers/10.1177/002224298504900307
- The paper
- Tyagi, P. K. (1985). Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance. Journal of Marketing. https://doi.org/10.1177/002224298504900307
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
