(Re)Defining Salesperson Motivation: Current Status, Main Challenges, and Research Directions

Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall, John M. Rudd

Research output: Contribution to journalReviewResearchpeer-review

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.
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.
LanguageEnglish
JournalJournal of Personal Selling & Sales Management
Volume38
Issue number1
Pages2-29
Number of pages28
ISSN0885-3134
DOIs
StatePublished - 2018

Keywords

  • Salesperson
  • Motivation
  • Review
  • Sales management

Cite this

Khusainova, Rushana ; de Jong, Ad ; Lee, Nick ; Marshall, Greg W. ; Rudd, John M./ (Re)Defining Salesperson Motivation : Current Status, Main Challenges, and Research Directions. In: Journal of Personal Selling & Sales Management. 2018 ; Vol. 38, No. 1. pp. 2-29
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(Re)Defining Salesperson Motivation : Current Status, Main Challenges, and Research Directions. / Khusainova, Rushana; de Jong, Ad; Lee, Nick; Marshall, Greg W.; Rudd, John M.

In: Journal of Personal Selling & Sales Management, Vol. 38, No. 1, 2018, p. 2-29.

Research output: Contribution to journalReviewResearchpeer-review

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