IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v60y2007i5p417-425.html
   My bibliography  Save this article

The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited

Author

Listed:
  • Miao, C. Fred
  • Evans, Kenneth R.
  • Shaoming, Zou

Abstract

No abstract is available for this item.

Suggested Citation

  • Miao, C. Fred & Evans, Kenneth R. & Shaoming, Zou, 2007. "The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited," Journal of Business Research, Elsevier, vol. 60(5), pages 417-425, May.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:5:p:417-425
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(06)00236-0
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Thakor, Mrugank V. & Joshi, Ashwin W., 2005. "Motivating salesperson customer orientation: insights from the job characteristics model," Journal of Business Research, Elsevier, vol. 58(5), pages 584-592, May.
    2. Dubinsky, Alan J. & Kotabe, Masaaki & Lim, Chae Un & Michaels, Ronald E., 1994. "Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel," Journal of Business Research, Elsevier, vol. 30(2), pages 175-185, June.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Basim Abbas Kraidy Jassmy & Zaki Muhammad Abbas Bhaya & Zaid Yaseen Saud Al-Dulaimi, 2016. "Customer Orientation and Organizational Performance in Iraqi Private Banks," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 2(1), pages 219-225, July.
    2. Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
    3. Lyngdoh, Teidorlang & Liu, Annie H. & Sridhar, Guda, 2018. "Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity," Journal of Business Research, Elsevier, vol. 92(C), pages 142-153.
    4. Ho-Taek Yi & Young-Bong Cha & Fortune Edem Amenuvor, 2021. "Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels," Sustainability, MDPI, vol. 13(7), pages 1-21, April.
    5. Steven Bauer & Dongkuk Lim, 2019. "Effect of Communication Practices on Volunteer Organization Identification and Retention," Sustainability, MDPI, vol. 11(9), pages 1-17, April.
    6. Lee, Na Young & Zablah, Alex R. & Noble, Stephanie M., 2023. "A meta-analytic investigation of the organizational identification – Job performance relationship in the frontlines," Journal of Retailing, Elsevier, vol. 99(3), pages 370-384.
    7. Ho-Taek Yi & Fortune Edem Amenuvor, 2022. "The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity," Sustainability, MDPI, vol. 14(6), pages 1-15, March.
    8. Mulki, Jay & Lassk, Felicia G., 2019. "Joint impact of ethical climate and external work locus of control on job meaningfulness," Journal of Business Research, Elsevier, vol. 99(C), pages 46-56.
    9. Valerie Good & Douglas E. Hughes & Hao Wang, 2022. "More than money: establishing the importance of a sense of purpose for salespeople," Journal of the Academy of Marketing Science, Springer, vol. 50(2), pages 272-295, March.
    10. Johlke, Mark C. & Iyer, Rajesh, 2013. "A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 58-67.
    11. Jaramillo, Fernando & Mulki, Jay Prakash & Boles, James S., 2013. "Bringing meaning to the sales job: The effect of ethical climate and customer demandingness," Journal of Business Research, Elsevier, vol. 66(11), pages 2301-2307.
    12. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
    13. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
    14. Rajagopal, 2006. "Analysis of Effective Control Practices in Sales Management: A Comparative Study in Developing Countries," Marketing Working Papers 2006-04-MKT, Tecnológico de Monterrey, Campus Ciudad de México.
    15. Colin B. Gabler & Omar S. Itani & Raj Agnihotri, 2023. "Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View," Journal of Business Ethics, Springer, vol. 186(1), pages 63-86, August.
    16. Jose Varghese & Manoj Edward, 2018. "Relationship Between Job Orientation and Performance of Sales People: A Financial Services Industry Perspective," IIM Kozhikode Society & Management Review, , vol. 7(1), pages 88-96, January.
    17. DeConinck, James B., 2011. "The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople," Journal of Business Research, Elsevier, vol. 64(6), pages 617-624, June.
    18. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    19. Filipe Jorge Coelho & Mário Gomes Augusto & Arnaldo Fernandes Coelho & Patrícia Moura Sá, 2008. "Climate perceptions and the customer orientation of frontline service employees," The Service Industries Journal, Taylor & Francis Journals, vol. 30(8), pages 1343-1357, September.
    20. Filipe Coelho & Carlos Sousa, 2011. "From Goal Orientations to Employee Creativity and Performance: Evidence from Frontline Service Employees," GEMF Working Papers 2011-08, GEMF, Faculty of Economics, University of Coimbra.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:60:y:2007:i:5:p:417-425. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.