(Re) defining salesperson motivation: current status, main challenges, and research directions

The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and suggests new research opportunities based on a thorough review of past work. The authors explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies used over time. In addition, attention is given to principal drivers and outcomes of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided

Antecedents And Consequences Of Role Perceptions: A Path Analytic Approach

The antecedents and consequences of role perceptions (role clarity and role conflict) are examined using path analysis. Employees with realistic perceptions of the organization experienced increased role clarity, less role conflict, and tended to be more satisfied. Those individuals who perceived a sense of fit, or congruence, were more likely to adjust to the work environment in a positive way. They experienced increased job satisfaction. Role conflict, in turn, was associated with reduced job satisfaction. Increased role clarity results in better job performance and less role conflict. Finally, increased job satisfaction led to increased job commitment