Abstract
• Enablement programs that satisfy channel partners' autonomy and relatedness needs have positive impacts on intrinsic motivation. • Enablement programs that satisfy channel partner's competence and relatedness needs have negative impacts on extrinsic motivation. • Intrinsic motivation has a positive impact on partners' service and sales ability, intentions to engage in further training, and recommendations of the training program to others. • Extrinsic motivation has a negative impact on partners' service and sales ability, intentions to engage in further training, and recommendations of the training program to others. • Channel partner perceived effort–reward unfairness diminishes positive (negative) effects of need satisfaction on intrinsic (extrinsic) motivation.
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