TITLE

An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes

AUTHOR(S)
Ingram, Thomas N.; Lee, Keun S.; Skinner, Steven J.
PUB. DATE
September 1989
SOURCE
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p25
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article analyzes the relationship among motivation, performance, and effort to determine the efficiency of the sales person. According to the article, sales force performance is the study of various types of work commitment as related to motivation, performance, and other behavioral outcomes. Six types of work commitment have been identified namely, organizational, job, personal values, careers, union, and combinations of these five types. The concept of commitment to a work union is irrelevant to industrial salesforces in the United States. Job and organizational commitment are more amenable to managerial action than the other types of work commitment. Salespeoples' effort is positively related to their performance levels, job commitment, and levels of intrinsic motivation. Sales managers should also give serious consideration to the reduction of role conflict and role ambiguity through training and socialization programs. Sales managers should provide positive reinforcement beyond the granting of extrinsic rewards to build the job-related self-esteem of their salespeople.
ACCESSION #
6654149

 

Related Articles

  • MOTIVATION (NON FINANCIAL) & JOB SATISFACTION.  // Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p61 

    The article presents information on some papers on motivation and job satisfaction. The paper "Salesforce Turnover: Those Who Left and Those Who Stayed," published in the recent issue of the Industrial Marketing Management focused on a large computer manufacturer that experienced nearly a 20%...

  • Selling and Sales Management in Action: Reward Preferences of Salespeople. Chonko, Lawrence B.; Tanner Jr., John F.; Weeks, William A. // Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p67 

    Previous research has not addressed to any large extent the relative importance that salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of salespeople, this study reports their perceived importance for pay raises, promotion opportunities,...

  • How to Build Loyalty.  // Community Banker;Aug2008, Vol. 17 Issue 8, p16 

    The article offers tips for building corporate loyalty. It states that executives should get to know their staff and take an interest in them as individuals. Learn what motivates them, what they want to achieve and why this is important to them. By learning the employees' strengths and work...

  • Rise Above It. Farber, Barry // Entrepreneur;Oct2000, Vol. 28 Issue 10, p126 

    Offers motivation tips for sales personnel. Cultivation of positive influences; Goal setting; Resources.

  • Inspiring Incentives. ALBRECHT, FRED; ALBRECHT, SUZETTE // Wearables;Apr2009, Vol. 13 Issue 4, p24 

    The article offers tips for creating an effective incentive program for employees to keep them motivated. It suggests the importance of planning, implementing, publicizing and evaluating the program to achieve success. It says that cash is the best incentive because employees often used it to...

  • Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance. Badovick, Gordon J.; Hadaway, Farrand J.; Kaminski, Peter F. // Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p1 

    Salesperson motivation is considered to be a key factor in influencing salesperson performance. This research investigates the effects of causal attributions and emotional reactions on salesperson motivation. A comparison is made between successful and unsuccessful quota performance. The results...

  • Not hitting your goals? Maybe the problem isn't what you think.  // Sales Insider;5/7/2008, Vol. 2 Issue 38, p2 

    The article gives advice on how to make achievable sales goals. The author implies that failure to achieve a sales goal could errode a seller's self confidence and motivation. He states that sellers should focus more on the ways to achieve a goal rather than focusing on the end result of a goal....

  • Neglected Burnout Dimensions: Effect of Depersonalization and Personal Nonaccomplishment on Organizational Commitment of Salespeople. Hollet-Haudebert, Sandrine; Mulki, Jay Prakash; Fournier, Christophe // Journal of Personal Selling & Sales Management;Fall2011, Vol. 31 Issue 4, p411 

    As boundary spanners, salespeople experience stressful situations on a regular basis. Prolonged exposure to stress is known to lead to burnout. This research focuses on two neglected dimensions of burnout, namely, depersonalization and personal nonaccomplishment, specifically as they relate to...

  • Compromiso: ¿una moda o un cambio de paradigma en la gestión de personas? Sarrión, Miguel // Capital Humano;Feb2012, Vol. 25 Issue 262, p22 

    No abstract available.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics