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(Re) defining salesperson motivation : current status, main challenges, and research directions
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Khusainova, Rushana, de Jong, Ad, Lee, Nick, Marshall, Greg W. and Rudd, John M. (2018) (Re) defining salesperson motivation : current status, main challenges, and research directions. Journal of Personal Selling & Sales Management, 38 (1). pp. 2-29. doi:10.1080/08853134.2017.1415761
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Official URL: https://doi.org/10.1080/08853134.2017.1415761
Abstract
The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and suggests new research opportunities based on a thorough review of past work. The authors explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies used over time. In addition, attention is given to principal drivers and outcomes of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided.
| Item Type: | Journal Article | ||||||
|---|---|---|---|---|---|---|---|
| Subjects: | H Social Sciences > HF Commerce | ||||||
| Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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| SWORD Depositor: | Library Publications Router | ||||||
| Library of Congress Subject Headings (LCSH): | Sales personnel, Sales management | ||||||
| Journal or Publication Title: | Journal of Personal Selling & Sales Management | ||||||
| Publisher: | Informa UK Limited | ||||||
| ISSN: | 1557-7813 | ||||||
| Official Date: | 17 January 2018 | ||||||
| Dates: |
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| Volume: | 38 | ||||||
| Number: | 1 | ||||||
| Page Range: | pp. 2-29 | ||||||
| DOI: | 10.1080/08853134.2017.1415761 | ||||||
| Status: | Peer Reviewed | ||||||
| Publication Status: | Published | ||||||
| Publisher Statement: | ** From Crossref via Jisc Publications Router. | ||||||
| Access rights to Published version: | Restricted or Subscription Access |
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