TITLE

THE EFFECTS OF SALESPERSON NEED FOR ACHIEVEMENT AND SALES MANAGER LEADER REWARD BEHAVIOR

AUTHOR(S)
Amyx, Douglas; Alford, Bruce L.
PUB. DATE
September 2005
SOURCE
Journal of Personal Selling & Sales Management;Fall2005, Vol. 25 Issue 4, p345
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
A sample of 312 salespeople from diverse industries was used to develop a model that examined the influence of salesperson need for achievement and sales manager positive leader reward behavior on several key organizational outcomes. The organizational outcome variables examined were goal acceptance, sales performance, and organizational commitment. The results suggest that a salesperson's need for achievement may lead to higher performance, but not necessarily commitment to the organization. However, positive leader reward behavior may strengthen a salesperson's organizational commitment. The findings, along with suggestions for sales managers, are discussed.
ACCESSION #
19375596

 

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