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| Author: | Simintiras, A. C. Lancaster, G. A. |
| Title: | Salesforce motivation: a state-of-the-art review - part 2. |
| Journal: | Management Decision
1991 : VOL. 29:4, p. 22-27 |
| Index terms: | EMPLOYEE MOTIVATION INDIVIDUAL BEHAVIOUR SALESMEN |
| Language: | eng |
| Abstract: | Several motivational theories are investigated. The purpose of reviewing these theories is three-fold: l. to cover major propositions and their in-between relationships; 2. to present both the strengths and weaknesses of each approach; 3. to examine how these theories relate to the specific concerns of sales management. The categories covered are: need, value and reinforcement. Three theories are examined in detail: 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. No single factor or process has been found to be a complete explanatory entity in itself. |
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