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Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

Orville C. Walker¹; Gilbert A. Churchill²; Neil M. Ford²

¹ University of Minnesota, Minneapolis · ² University of Wisconsin–Madison

This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, the authors offer a conceptual model which identifies a set of individual, interpersonal, organizational, and environmental variables that may influence a salesman's motivation and job performance. The model incorporates many constructs and research findings from industrial psychology and other disciplines, but its primary purpose is to provide a conceptual framework and some specific hypotheses to help guide future empirical research in sales management.

DOI

10.1177/002224377701400203

Volume

14 (2)

Pages

156-168

Language

en

Export

BibTeX

Sources

crossref