The Influence of Career Stages on Components of Salesperson Motivation

Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research has explored the impact of career stages on all three components of salesforce motivation-valence, expectancy, and instrumentality. The autho...

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Bibliographic Details
Published in:Journal of marketing 1988-01, Vol.52 (1), p.78-92
Main Authors: Cron, William L., Dubinsky, Alan J., Michaels, Ronald E.
Format: Article
Language:English
Subjects:
Business orders
Careers
Incentive plans
Job performance
Job performance evaluation
Marketing
Motivation
Motivation research
Musical performance
Personal selling
Psychological attitudes
Psychology
Rewards
Sales Incentives
Sales management
Sales personnel
Sales quotas
Salespeople
Social research
Stages
Statistical analysis
Studies
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Summary:Researchers have found that career stage is related to salespeople's attitudes, work perceptions, and performance. To date, however, no reported research has explored the impact of career stages on all three components of salesforce motivation-valence, expectancy, and instrumentality. The authors report the results of a study intended to address this void in the sales management literature. Implications for sales management practice and research are offered.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224298805200107