(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

Sales management : decision making for improved profitability

xii, 530 p. : ill. ; 26 c

Retailing basics/ Bellenger

xiii, 401 hal. : ill. ; 24 c

Retailing basics/ Bellenger

xiii, 401 hal. : ill. ; 24 c

The role of mentoring in promoting organizational commitment among black managers: An evaluation of the indirect effects of racial similarity and shared racial perspectives

Due to the effort and expense of recruiting black managers, there is a need to maximize the chances of retaining those that are most productive. Effective mentoring may be one avenue to reach this objective by enhancing job satisfaction and organizational commitment. Using the responses of 139 members of the National Black MBA Association (MBMBAA), this study explored the indirect or mediated effects of demographic (i.e. white mentors-black protégés vs. black mentors-black protégés) and attitudinal (i.e. perceived complementary racial perspectives) similarity on the affective commitment of black managers. The results suggest that attitudinal similarity is a more critical factor than demographic similarity in enhancing mentoring-driven affective commitment among black managers. In addition, the results reveal that in certain circumstances demographic similarity can actually have an adverse impact on the career benefits realized from mentoring relationships.