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The Role of Salesperson motivation in Driving Company Performance

Author

Listed:
  • Jorge Pérez Rubio Aguilar

    (Instituto Tecnológico de Monterrey)

Abstract

The analysis on effects on salesman motivation and job performance has been vastly explored in many other geographical contexts but there is no solid evidence of such type of analysis for the Mexican Industrial sectors. This study has been conducted in Mexico and discusses the effect of salesperson motivation on role perception and job performance in the telecommunications sector in Mexico. In spite of the unquestionable importance of it, being one of the youngest sectors of the economy of the country with an existence of only a decade, very little has been investigated in regard to the salesperson performance amongst the cluster of companies competing in the same arena. This particular investigation project provides initial insights on this important topic in the context of companies working in Mexico where literally no investigation work has been done

Suggested Citation

  • Jorge Pérez Rubio Aguilar, 2010. "The Role of Salesperson motivation in Driving Company Performance," Revista de Administración, Finanzas y Economía (Journal of Management, Finance and Economics), Tecnológico de Monterrey, Campus Ciudad de México, vol. 4(1), pages 29-43.
    • Handle: RePEc:ega:rafega:201003
    as

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    File URL: http://alejandria.ccm.itesm.mx/egap/documentos/2010V4A3PerezRubio.pdf
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    References listed on IDEAS

    as
    1. Ulf Johanson & Maria Mårtensson & Matti Skoog, 2001. "Measuring to understand intangible performance drivers," European Accounting Review, Taylor & Francis Journals, vol. 10(3), pages 407-437.
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    More about this item

    Keywords

    salesperson performance; role perception; extrinsic and intrinsic motivation;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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