(Re) defining salesperson motivation: current status, main challenges, and research directions-Reference-Cited by-同舟云学术

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

Published:2018-01-02 Issue:1 Volume:38 Page:2-29
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Khusainova Rushana¹,de Jong Ad²,Lee Nick³^ORCID,Marshall Greg W.¹⁴,Rudd John M.³

Affiliation:

1. Aston Business School, Aston University, Birmingham, United Kingdom, B4 7ET

2. Department of Marketing, Copenhagen Business School, Solbjerg Plads 3, 2000 Frederiksberg F, Denmark

3. Marketing Group, Warwick Business School, University of Warwick, Scarman Rd., Coventry, United Kingdom, CV4 7AL

4. Crummer Graduate School of Business, Rollins College, 1000 Holt Avenue, Campus Box 2722, Winter Park, FL 32789-4044, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2017.1415761

Reference190 articles.

1. A survey of sales incentive programs

2. The Role of Consensus in Sales Team Performance

3. Motivational synergy: Toward new conceptualizations of intrinsic and extrinsic motivation in the workplace

4. The Work Preference Inventory: Assessing intrinsic and extrinsic motivational orientations.

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