Behavioral antecedents to intrinsic motivation in capital equipment exchange relationships

A study utilizes cognitive evaluation theory to assess interorganizational relationships. Sales personnel's influence strategies and opportunistic behaviors are cast as antecedent to purchasers' intrinsic motivation for the exchange. Influence strategies are classified based upon whether s...

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Veröffentlicht in:	Journal of applied business research 1994-04, Vol.10 (2), p.51
Hauptverfasser:	Dahlstrom, Robert, Boyle, Brett A
Format:	Artikel
Sprache:	eng
Schlagworte:	Behavior Causality Compliance End users Mainframes Market strategy Motivation Operating systems Organizational behavior Purchasing Salespeople Studies
Online-Zugang:	Volltext
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