(Re) defining salesperson motivation: current status, main challenges, and research directions


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.

Publication DOI: https://doi.org/10.1080/08853134.2017.1415761
Divisions: College of Business and Social Sciences > Aston Business School > Marketing & Strategy
College of Business and Social Sciences > Aston Business School
Additional Information: Copyright: 2018 Pi Sigma Epsilon National Educational Foundation. © 2018 Informa UK Limited, publishing as Taylor & Francis. This is an Accepted Manuscript of an article published by Taylor & Francis, available online: http://www.tandfonline.com/10.1080/08853134.2017.1415761.
Uncontrolled Keywords: salesperson,motivation,sales management,review
Publication ISSN: 1557-7813
Full Text Link:
Related URLs: https://www.tan ... 34.2017.1415761 (Publisher URL)
PURE Output Type: Article
Published Date: 2018-01
Published Online Date: 2018-01-17
Accepted Date: 2017-12-07
Authors: Khusainova, Rushana
De Jong, Ad
Lee, Nick
Marshall, Greg W (ORCID Profile 0000-0001-5129-7818)
Rudd, John M.



Version: Accepted Version

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