Intrinsic Reward Orientation and Improved Sales Performance

Randall, E. James
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p66
Academic Journal
The article presents an abstract to the paper "Intrinsic Reward Orientation and Improved Sales Performance," by William C. Johnson. The purpose of this paper was to examine the role that intrinsic rewards play in improving sales performance. Specifically, literature on intrinsic selling was reviewed. Salespeople with an intrinsic reward orientation are more creative when encountering novel sales situations and inherently more interested in their work than individuals with an extrinsic reward orientation. Implications were drawn regarding the application of these findings to improving sales performance.


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