Salesforce Motivation: A State‐of‐the‐art Review (Part II)

Abstract

The second of a two‐part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches are covered: attribution theory, goal‐setting theory and the dynamics of action. It is concluded that motivational behaviour with regard to salespeople seems to be a function of three entities: salesperson, self, and outcome.

Citation

Simintiras, A.C. and Lancaster, G.A. (1991), "Salesforce Motivation: A State‐of‐the‐art Review (Part II)", Management Decision, Vol. 29 No. 4. https://doi.org/10.1108/00251749110140339