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

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.

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Year of publication:	1991
Authors:	Simintiras, Antonis C. ; Lancaster, Geoffrey A.
Published in:	Management Decision. - MCB UP Ltd, ISSN 1758-6070, ZDB-ID 2023018-7. - Vol. 29.1991, 4
Publisher:	MCB UP Ltd
Subject:	Motivation \| Management theory \| Sales management

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/00251749110140339 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014933477