Abstract
In today’s rapidly changing selling climate characterized by increasing physical separation of salespeople from their managers and greater salesperson empowerment, performance outcomes depend to a large extent upon the degree to which salespeople are able to sustain their self-motivation. This paper takes an exploratory look at one aspect of salespeople’s self-motivation, their achievement motivation, in relation to their job performance. It explores the way components of achievement motivation contribute to the quality of salespeople’s performance.
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Comer, Lucette B. 1996. "Instrumentality — Expressiveness — Selling Performance: Are They Related? " Developments in Marketing Science. XIV:45.
Helmreich, Robert L. and Janet T. Spence. 1978. "The Work and Family Orientation Questionnaire: An Objective Instrument to Assess Components of Achievement Motivation and Attitudes toward Family and Career." JASA Catalogue of Selected Documents in Psychology 8 (2): 1–27.
Jolson, Marvin A. 1974. "Standardizing the Personal Selling Process." Marquette Business Review 18 (Spring): 16–22.
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Comer, L.B., Palit, M. (2015). Achievement Motivation and Quality of Selling Performance: An Exploration. In: Wilson, E., Hair, Jr., J. (eds) Proceedings of the 1997 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13141-2_57
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DOI: https://doi.org/10.1007/978-3-319-13141-2_57
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