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The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited

https://doi.org/10.1016/j.jbusres.2006.12.005
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

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Mustering motivation to enact decisions: how decision process characteristics influence goal realization
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Intrinsic Motivation and Self-Determination in Human Behavior
inferredcites →https://doi.org/10.1016/0148-2963(94)90036-1openalex-snapshot
Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel
inferredcites →https://doi.org/10.1016/j.ejor.2007.12.008openalex-snapshot
The role of retailer’s performance in optimal wholesale price discount policies
inferredcites →https://doi.org/10.1016/j.indmarman.2004.07.004openalex-snapshot
The influence of formal controls on customer interactivity in new product development
inferredcites →https://doi.org/10.1016/j.jbusres.2003.10.002openalex-snapshot
Motivating salesperson customer orientation: insights from the job characteristics model
inferredcites →https://doi.org/10.1037/0003-066x.55.1.68openalex-snapshot
Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.
inferredcites →https://doi.org/10.1037/0022-3514.66.5.950openalex-snapshot
The Work Preference Inventory: Assessing intrinsic and extrinsic motivational orientations.
inferredcites →https://doi.org/10.1037/0033-2909.92.1.111openalex-snapshot
Control theory: A useful conceptual framework for personality-social, clinical, and health psychology.
inferredcites →https://doi.org/10.1080/08853134.1989.10754533openalex-snapshot
An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes
inferredcites →https://doi.org/10.1080/08853134.2005.10749044openalex-snapshot
Sales Management Control Research—Synthesis and an Agenda For Future Research
inferredcites →https://doi.org/10.1080/08853134.2005.10749058openalex-snapshot
Key Accounts and Team Selling: A Review, Framework, and Research Agenda
inferredcites →https://doi.org/10.1080/08853134.2005.10749063openalex-snapshot
The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople
inferredcites →https://doi.org/10.1108/eum0000000006042openalex-snapshot
Examining the consequences of sales management control strategies in European field sales organizations
inferredcites →https://doi.org/10.1177/002224298504900307openalex-snapshot
Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance
inferredcites →https://doi.org/10.1177/002224298805200107openalex-snapshot
The Influence of Career Stages on Components of Salesperson Motivation
inferredcites →https://doi.org/10.1177/002224299405800405openalex-snapshot
An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
inferredcites →https://doi.org/10.1177/002224299606000108openalex-snapshot
Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction
inferredcites →https://doi.org/10.1177/002224378602300306openalex-snapshot
Selling Activity and Sales Position Taxonomies for Industrial Salesforces
inferredcites →https://doi.org/10.1177/002224378802500207openalex-snapshot
An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment
inferredcites →https://doi.org/10.1177/002224378902600403openalex-snapshot
Marketing Jobs and Management Controls: Toward a Framework
inferredcites →https://doi.org/10.1177/002224379102800206openalex-snapshot
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction
inferredcites →https://doi.org/10.1177/002224379803500211openalex-snapshot
Learning and Performance Orientation of Salespeople: The Role of Supervisors
inferredcites →https://doi.org/10.2307/1251249openalex-snapshot
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
inferredcites →https://doi.org/10.2307/1251294openalex-snapshot
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness
inferredcites →https://doi.org/10.2307/1251934openalex-snapshot
Marketing Controls and Dysfunctional Employee Behaviors: A Test of Traditional and Contingency Theory Postulates
inferredcites →https://doi.org/10.2307/1252218openalex-snapshot
Behavior-Based and Outcome-Based Salesforce Control Systems
inferredcites →https://doi.org/10.2307/1252309openalex-snapshot
Learning Orientation, Working Smart, and Effective Selling
inferredcites →https://doi.org/10.2307/2070638openalex-snapshot
Intrinsic Motivation and Self-Determination in Human Behavior
inferredcites →https://doi.org/10.2307/2392975openalex-snapshot
Research in Organizational Behavior.
inferredcites →https://doi.org/10.2307/2393203openalex-snapshot
Assessing Construct Validity in Organizational Research
inferredcites →https://doi.org/10.2307/3150465openalex-snapshot
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
inferredcites →https://doi.org/10.2307/3151357openalex-snapshot
The Determinants of Salesperson Performance: A Meta-Analysis
inferredcites →https://doi.org/10.2307/3151853openalex-snapshot
Learning and Performance Orientation of Salespeople: The Role of Supervisors
inferredcites →https://doi.org/10.2307/3172511openalex-snapshot
The Motivational Impact of Sales Quotas on Effort
inferredcites →https://doi.org/10.2307/3172551openalex-snapshot
Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
inferredcites →https://doi.org/10.2307/3172807openalex-snapshot
Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction
inferredcites →https://doi.org/10.6084/m9.figshare.13040693openalex-snapshot
A model of creativity and innovation in organizations.

What points at this work

Incoming claims: where this work appears in other papers’ reference lists and arguments.

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A laboratóriumi műszerpiacon tevékenykedő hazai forgalmazók értékesítőinek motiváció, és teljesítmény vizsgálata a versenyképesség fokozásának hatékonysága érdekében
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Satış Yönetimi Kontrol Sistemlerinin Satış Elemanı Özelliklerine ve Performansına Etkileri Üzerine Bir Saha Araştırması
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LA INFLUENCIA DE LOS RECURSOS HUMANOS EN LA VENTA LIBRE DE LA OFICINA DE FARMACIA
inferred← citeshttps://doi.org/10.17657/jcr.2017.01.30.4openalex-snapshot
Differential Effect of Control Mechanism Toward Salesperson on
inferred← citeshttps://doi.org/10.17657/jcr.2017.01.31.5openalex-snapshot
Differential Effect of Control Mechanism Toward Salesperson on SOCO behaviors and Sales Performance in Pharmaceutical Distribution Channel
inferred← citeshttps://doi.org/10.20321/nilejbe.v3i5.88openalex-snapshot
Effectiveness of Performance Appraisal System and its Effect on Employee Motivation
inferred← citeshttps://doi.org/10.2307/41703469openalex-snapshot
IS Employee Attitudes and Perceptions at Varying Levels of Software Process Maturity1
inferred← citeshttps://doi.org/10.2753/pss0885-3134280103openalex-snapshot
Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson
inferred← citeshttps://doi.org/10.2753/pss0885-3134290303openalex-snapshot
Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective
inferred← citeshttps://doi.org/10.2753/pss0885-3134290402openalex-snapshot
The Influence of Sales Management Control on Innovativeness of Sales Departments
inferred← citeshttps://doi.org/10.2753/pss0885-3134320204openalex-snapshot
The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes
inferred← citeshttps://doi.org/10.31436/ijema.v32i1.997openalex-snapshot
Achievement Motivation in Islamic Management Practices: Developing a Scale and Validation
inferred← citeshttps://doi.org/10.31947/jakpp.v1i1.4351openalex-snapshot
PENGARUH BUDAYA DAN IKLIM ORGANISASI TERHADAP KINERJA MELALUI KOMITMEN ORGANISASIONAL DAN MOTIVASI KERJA PEGAWAI PADA DINAS PEKERJAAN UMUM PROVINSI MALUKU
inferred← citeshttps://doi.org/10.3233/wor-131615openalex-snapshot
Key personality traits of sales managers
inferred← citeshttps://doi.org/10.32469/10355/4811openalex-snapshot
Salesforce control systems : an integrated approach
inferred← citeshttps://doi.org/10.3390/systems13010016openalex-snapshot
Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions
inferred← citeshttps://doi.org/10.34090/tured.835850openalex-snapshot
Covid-19 Sürecinde Turist Rehberlerinin Çalışma Motivasyonları ve Yaşam Doyumlarının Analizi
inferred← citeshttps://doi.org/10.34626/be3b-1330openalex-snapshot
Motivação da Força de Vendas - O controlo de vendas e a efectividade do sistema de recompensas como determinantes da motivação intrínseca e extrínseca do vendedor.
inferred← citeshttps://doi.org/10.35631/ijepc.1163071openalex-snapshot
PSYCHOLOGICAL STABILITY IMPACTS TOWARDS THE INTENTION TO STAY AMONG HEALTHCARE PROFESSIONALS IN MALAYSIA: AN OVERVIEW OF REVIEWS AND DEVELOPMENT OF CONCEPTUAL FRAMEWORK
inferred← citeshttps://doi.org/10.3724/sp.j.1041.2008.01275openalex-snapshot
The Motivational Process Model of Adolescent Online Gamers' Playing Intention
inferred← citeshttps://doi.org/10.38012/jb.v2i1.393openalex-snapshot
ANALISIS MOTIVASI DAN IKLIM ORGANISASI TERHADAP KINERJA PEGAWAI PADA DINAS SOSIAL PROVINSI MALUKU
inferred← citeshttps://doi.org/10.38193/ijrcms.2021.3304openalex-snapshot
THE SHIP'S CREW PERFORMANCE OF INDONESIAN NATIONAL SHIPPING COMPANIES
inferred← citeshttps://doi.org/10.3923/ajm.2015.1.11openalex-snapshot
Behaviour Based Salesforce Control System for Most Effective Sales Organizations: A Review Based Article
inferred← citeshttps://doi.org/10.3923/jas.2013.1177.1184openalex-snapshot
An Integrative Framework among Automobile Salespeople Personality, Learning and Sales Performance
inferred← citeshttps://doi.org/10.3926/ic.1222openalex-snapshot
Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review
inferred← citeshttps://doi.org/10.4018/978-1-7998-3515-8.ch007openalex-snapshot
Bringing Social Media Into Work
inferred← citeshttps://doi.org/10.4102/sajems.v26i1.4923openalex-snapshot
Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition
inferred← citeshttps://doi.org/10.4172/2151-6219.1000281openalex-snapshot
Salesforce Control Systems as Direct Antecedents of Salesperson and Sales Unit Performance: A Literature Review
inferred← citeshttps://doi.org/10.5130/ajceb.v22i1.7842openalex-snapshot
Impact of Oil and Gas Internal Risk Factors on Project Success: Moderating role of Government Support
inferred← citeshttps://doi.org/10.53728/2765-6500.1381openalex-snapshot
Sales Control Systems and Behavioral Responses
inferred← citeshttps://doi.org/10.5555/2481639.2481652openalex-snapshot
Is employee attitudes and perceptions at varying levels of software process maturity
inferred← citeshttps://doi.org/10.5585/remark.v23i3.23059openalex-snapshot
O impacto da liderança e motivação no desempenho de vendas
inferred← citeshttps://doi.org/10.59762/jblm845920462120240205150716openalex-snapshot
The Effect Of Work Motivation And Transformative Leadership On Freelancer Innovative Behaviour In The Oil And Gas Mining Industry Mediated By Absorptive Capacity
inferred← citeshttps://doi.org/10.6084/m9.figshare.13514133openalex-snapshot
Kabiru Maitama Kura PhD Thesis 29102014.pdf
inferred← citeshttps://doi.org/10.70675/29ed3569z28c3z44f7zad94z67cfb6560b05openalex-snapshot
Le rôle du vendeur dans la délivrance de l'expérience client au sein d'un point de vente digitalisé : une approche au travers des théories de l'état d'esprit et des buts d'accomplissement
inferred← citeshttps://doi.org/10.70675/465fb4adz10ebz4708zb8c2zd45316c8c520openalex-snapshot
L'accountability ou l'obligation de rendre des comptes ressenties par le praticien du marketing : variable médiatrice entre antécédents personnels et réponses comportementales
inferred← citeshttps://doi.org/10.70897/whu.dis.0020openalex-snapshot
Salespeople as boundary spanners: exploring the psychology of the salesperson
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