TITLE

GETTING THE JOB DONE: THE MODERATING ROLE OF INITIATIVE ON THE RELATIONSHIP BETWEEN INTRINSIC MOTIVATION AND ADAPTIVE SELLING

AUTHOR(S)
Jaramillo, Fernando; Locander, William B.; Spector, Paul E.; Harris, Eric G.
PUB. DATE
January 2007
SOURCE
Journal of Personal Selling & Sales Management;Winter2007, Vol. 27 Issue 1, p59
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study explores why salespeople with equal intrinsic motivation may achieve different levels of performance. Utilizing action control theory, the paper explores the moderating effect of the initiative dimension of action-state orientation on the salesperson's intrinsic motivation and adaptive selling relationship. An empirical study is presented that included 223 Ecuadorian salespeople and objective performance measures. Findings indicate that salesperson's initiative strengthens the relationship between intrinsic motivation and adaptive selling. In addition, results show that adaptive selling is a significant antecedent of objective salesperson's performance. Finally, results reveal that initiative has a significant direct effect on objective performance.
ACCESSION #
23752214

 

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