The Impact of Salesperson Motivation on Role Perceptions and Job ...

Business-to-Business sellers' motivations in sales performance

Furthermore, goal orientation is confirmed as an important part of the intrinsic motivation of an individual (Itani et al. 2017). Rodríguez et al. (2022a) ...

What matters when examining the performance of salespersons ...

Findings posited that PA satisfaction is positively correlated with perceived work performance and affective commitment, while inversely correlated with ...

Organizational culture has a powerful influence on employee perceptions and behaviors. ... The impact of salesperson motivation on role perceptions and job.

Salesperson Performance: Behavior, Role Perceptions, and ... - Scribd

Salesperson performance is determined by role perceptions, aptitude, skill level, motivation, and personal/organizational variables. Role conflict and ambiguity ...

How Do Sales Managers Perceive Their Roles? [*]. - Document - Gale

Perceptions of sales manager role orientation were investigated rather than company expectations of the role for several reasons. First, individuals are likely ...

Sales performanceSalesperson Performance: Behavior, Motivation ...

... role Factors Affecting the Salesperson's Role; 25. Sales Perceptions of the Job; 26. • Role Perceptions – Role conflict management – Role ...

‪Fred Miao, Ph.D., Professor of Marketing and John Merrill‬ ...

The impact of salesperson motivation on role perceptions and job performance—a cognitive and affective perspective. C Fred Miao, KR Evans. Journal of Personal ...

The underlying states of salesperson product buy-in and ... - OUCI

The impact of salesperson motivation on role perceptions and job performance – a cognitive and affective perspective, Journal of Personal Selling & Sales ...

Perceptions and Attitudes of Salespeople towards the Overall Sales ...

However, issues such as commitment, motivation, job satisfaction or, more precisely,. “how to get the most out of salespeople”, have not yet been fully explored ...

Knowledge, Motivation, and Adaptive Behavior: A Framework for ...

1 Role perceptions influence the salesperson's understanding of what activities should be undertaken and how these activities should be performed. Motivation ...

Exploring the Relationship Between Self-Efficacy and Sales ...

Some unexplored supervisory behaviors and their influence on salespeople's role clarity, specific self-esteem, job satisfaction, and motivation. Journal of ...

Does B2B salespeople's love of money attitude mediate the ...

Miao, C.F. and Evans, K.R. (2007), “The impact of salesperson motivation on role perceptions and job performance—a cognitive and affective perspective ...

Sources of Job Related Ambiguity and Their Consequences Upon ...

The analysis reveals that ambiguity concerning family expectations is positively related to performance, but ambiguity regarding sales manager and customer ...

Impact of salesperson macro-adaptive selling strategy on job ...

more modest, or perhaps negative, effects on role perceptions, work- related effort, and job-related outcomes (Brown & Peterson, 1994). However, since ...

DETERMINANTS OF SALESPERSON PERFORMANCE

The three independent variables investigated, all of them, skill/role perception, aptitude and personal factors turned out to be significantly related to the ...

The effects of environmental dynamism and heterogeneity on ...

Similarly, in their meta-analysis on a salesperson's role perceptions and job satisfaction, Brown and Peterson (1993) found no study that considered the effects ...

THE IMPACT OF LEADERSHIP AND MOTIVATION ON SALES ...

third most effective predictor of sales performance, after leader role perceptions and skills ... Job Function -. Marketing, Sales & Business Development ...

The Science of Motivating Sales People | Hoffeld Group

The troubles arise when sales managers employ the carrot and the stick as the primary means of motivating sales people to perform basic job functions.

A self-determination theory-based meta-analysis on the differential ...

While motivation has been studied for decades, the phenomenon remains a chief concern facing many organizations today. Findings from 293 effect sizes nested ...

Control Systems and Commission Motivation

The most concrete finding in the study suggests that for commission-based salespeople, managerial behavior activity sales control negatively ...