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: Francine Schwadel, Chain Finds Incentives a Hard Sell, The Wall Street Journal, July 5,1990, B4; Amy Dunkin, Now Salespeople Really Must Sell for Their Supper, Business Week, July 31,1989,50-52.
David Silburt, Secrets of the Super Sellers, Canadian Business, January 1987, 54-59; Meet the Savvy Supersalesmen, Fortune, February 4,1985,56-62; MichaelBrody, Meet Today's Young American Worker, Fortune, November 11,1985,90-98; TomRichman, Meet the Masters. They Could Sell You Anything..., Inc., March 1985, 79-86. Abraham F. Maslow, A Theory of Human Motivation, Psychological Review 50, 1943, 370-396.
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Clayton Alderfer, Existence, Relatedness and Growth, New York: Free Press, 1972. Frederick Herzberg, One More Time: How Do You Motivate Employers, Harvard Business Review, JanuaryFebruary 1968, 53-62.
Jay Finegan, Unconventional Wisdom, Inc., December 1994,44-58. David C. McClelland, Human Motivation, Glenview, 111.: Scott, Foresman, 1985. J. Stacy Adams, Injustice in Social Exchange, Advances in Experimental Social Psychology, 2nd ed., ed. L. Berkowitz, (New York: Academic Press, 1965);/. Stacy Adams, Toward an Understanding of Inequity, Journal of Abnormal and Social Psychology, November 1963,422-436.
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Victor H. Vroom, Work and Motivation, New York: Wiley, 1964; B. S. Gorgopoulos, G. M. Mahoney, N.Jones, A Path-Goal Approach to Productivity, Journal of Applied Psychology 41, 1957, 345-353; E. E. Lawler III, Pay and Organizational Effectiveness: A Psychological View, New York: McGraw Hill, 1981.
Anne Murphy, Outline for an Open-Book Company, Inc., September 1990, 112-113; Bruce G. Posner, If at First You Don't Succeed, Inc., May 1989, 132-184. Tom Peters and Nancy Austin, A Passion for Excellence: The Leadership Difference, New York: Random House, 1985, 267.
Creating Incentives for Hourly Workers, Inc. July 1986,89-90. J. Richard Hackman and GregR. Oldham, Work Redesign, Reading Mass Addison Wesley 1980;/ Richard Hackman and Greg Oldham, Motivation through the Design of Work: Test of a Theory, Organizational Behavior and Human Performance 16,1976, 250-279. Barbara Ettorre, Retooling People and Processes, Management Review, June 1995,19-23. Thomas A. Stewart, New Ways to Exercise Power, Fortune, November 6,1989, 52-64. Amo Penzias, New Paths to Success, Fortune, June 12,1995, 90-94.
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