Jaramillo, Fernando; Prakash, Jay
January 2008
Journal of Personal Selling & Sales Management;Winter2008, Vol. 28 Issue 1, p37
Academic Journal
A consensus notion in sales research is that superior performance requires high levels of effort. Studying the effect of individual and situational factors on effort has significant implications for managers and academics. This study shows that supportive leadership leads to higher salesperson effort directly and through a mediating process that involves intrinsic motivation and self-efficacy. Also, results indicate that the positive effect of supportive leadership on the salesperson's intrinsic motivation and self-efficacy is amplified when serving demanding customers. Implications for sales managers and future research opportunities are discussed.


Related Articles

  • Towards an Instrumentality Theory of Salesforce Motivation: A Pragmatic Model. Uduji, Joseph I. // European Journal of Business & Management;2013, Vol. 5 Issue 20, p213 

    Finding an effective combination of motivations may be easier if a sales manager understands some of the behavioural factors that affect salesforce motivation. This study was undertaken to determine the behavioural factors that relate to the salesperson's needs and to the conditional links...

  • EXAMINING THE IMPACT OF SERVANT LEADERSHIP ON SALES FORCE PERFORMANCE. Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, Lawrence B.; Roberts, James A. // Journal of Personal Selling & Sales Management;Summer2009, Vol. 29 Issue 3, p257 

    Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager--salesperson relationships are examined as drivers of deeper customer focus in salesperson--customer interactions. In particular, managers' servant leadership, a...

  • Testing an Enhanced, Process-Based View of the Sales Process. Plouffe, Christopher R.; Nelson, Yvette Holmes; Beuk, Frederik // Journal of Personal Selling & Sales Management;Spring2013, Vol. 33 Issue 2, p141 

    This paper proposes that traditional process-based frameworks of selling may be underspecified given three realities affecting the sales role today: (1) longer sales cycles, (2) an increased customer demand for total solutions, and (3) a shift from a product- to a services-centric economy. An...

  • A Review of the Content Theories of Motivation as They Apply to Sales and Sales Management. Berl, Robert L.; Williamson, Nicholas C. // American Business Review;Jan1987, Vol. 5 Issue 1, p53 

    Discusses content theories of motivation applied to sales and sales management. Importance of sales function to a firm's marketing endeavors; Difference between process theory and content theory of motivation; Association between differential satisfaction of various needs and job performance;...

  • A NOTE ON JOB PERFORMANCE: DIFFERENCES BETWEEN RESPONDENT AND NONRESPONDENT SALESMEN TO AN ATTITUDE SURVEY. Kirchner, Wayne K.; Mousley, Nancy B. // Journal of Applied Psychology;Jun63, Vol. 47 Issue 3, p223 

    Salesmen respondents (N = 72) and nonrespondents (N = 19) to a mail attitude questionnaire were compared in terms of 2 objective measures of performance: net sales points and net total points. Mean scores on both measures were significantly higher for respondents than for nonrespondents. These...

  • Trapeze Effect. Cook, Mike // Sales & Service Excellence Essentials;Nov2007, Vol. 7 Issue 11, p4 

    The article discusses tips on improving team performances. Team performances can be improved by making reliability a core value among team members. When taking on a task, one should always consider his or her own limitations before saying yes. Team leaders should let workers know that good...

  • LEARNING AND PERFORMANCE GOAL ORIENTATION OF SALESPEOPLE REVISITED: THE ROLE OF PERFORMANCE-APPROACH AND PERFORMANCE-AVOIDANCE ORIENTATIONS. Silver, Lawrence S.; Dwyer, Sean; Alford, Bruce // Journal of Personal Selling & Sales Management;Winter2006, Vol. 26 Issue 1, p27 

    This study revisits the conceptualization and operationalization of salesperson goal orientation, a mid-level construct in the achievement motivation model. Goal orientation has, in recent sales studies, been conceptualized to be comprised of a learning and a performance goal orientation....

  • Motivating Your Salespeople. Test, Alan // American Salesman;May2004, Vol. 49 Issue 5, p3 

    Suggests management techniques for motivating sales personnel. Accountability; Compensation; Positive feedback; Rewards; Training.

  • Qualifying the Prospects: Seven Vital Questions to Ask. Miller, Skip // American Salesman;Jan2011, Vol. 56 Issue 1, p24 

    This article discusses several questions that should be asked by salespeople to improve their work. It raises good qualification questions that focus on the areas of money, method and motivation. It warns salespeople about a prospect without money because it might prevent them from working on...


Read the Article


Sign out of this library

Other Topics