Dimensions of Working Hard: How Effort Affects Sales Performance and Job Satisfaction Available to Purchase

Questions regarding what motivates people to perform their best and feel good about their jobs are of enduring interest to managers and researchers. Understanding the motives that impel top performance and make work satisfying can facilitate superior organisational performance and development of a healthy and productive organisational culture. Developing accurate models of the role of work‐related effort in generating performance and attitudinal outcomes is central to such an understanding and is the focus of our research. In particular, we have studied how effort affects work performance and job satisfaction in personal selling contexts.