TY  - JOUR
AB  - 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.
VL  - 29
IS  - 4
SN  - 0025-1747
DO  - 10.1108/00251749110140339
UR  - https://doi.org/10.1108/00251749110140339
AU  - Simintiras Antonis C.
AU  - Lancaster Geoffrey A.
PY  - 1991
Y1  - 1991/01/01
TI  - Salesforce Motivation: A State‐of‐the‐art Review (Part II)
T2  - Management Decision
PB  - MCB UP Ltd
Y2  - 2024/04/25
ER  -