(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

Some Personality Determinants Of The Effects Of Participation.

PhDPsychologyUniversity of Michigan, Horace H. Rackham School of Graduate Studieshttp://deepblue.lib.umich.edu/bitstream/2027.42/182325/2/5807797.pd

The productivity of work groups : [by] Floyd C. Mann, Bernard P. Indik [and] Victor H. Vroom.

Mode of access: Internet

Exit from a foreign market: Do poor performance, strategic fit, cultural distance, and international experience matter?

Although research on international entry and expansion has been a particularly important topic in the literature, there has been little effort seeking to explain firms' exit decisions from foreign markets. Based on the notion of fit theory together with moderation contingent logic, this study investigates the effects of both international performance, internal strategic fit, and the moderating impact of cultural distance and international experience on the firm's exit decision. The results indicate that strategic misfit and poor international performance have a detrimental effect on the firm's survival in the foreign market. Furthermore, they suggest that cultural distance moderates the impact of the internal strategic fit and international performance on the exit decision. In addition, a significant three-way interaction was found between international performance, cultural distance, and international experience. Based on data collected from multiple informants in Chinese outward foreign direct investment firms, this study generates new insights for academics and practitioners