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

Ingram, Thomas N.; Lee, Keun S.; Skinner, Steven J.
September 1989
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p25
Academic Journal
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.


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