کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1019065 940385 2007 9 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited
چکیده انگلیسی

Although the sales control literature acknowledges the importance of salesperson's intrinsic and extrinsic (I/E) motivation due to their correlations with sales control and sales performance, the global nature of salesperson's I/E motivation inhibits a thorough understanding of motivation in the sales control context. This study expands the literature of salesperson motivation by incorporating the cognitive and affective components of I/E motivation in the sales control context. Empirical results from a survey of salespeople support the hypotheses that the cognitive and affective components of I/E motivation have distinct antecedents and consequences that would not otherwise have been captured by the global motivation constructs. Theoretical and managerial implications are discussed.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 60, Issue 5, May 2007, Pages 417–425
نویسندگان
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