Abstract
The author reports the results of a study of the motivational implications of the industrial salesperson's personal characteristics and his or her perceptions of the job, the company's organization, and selling constraints. Predictor equations for the salesperson's expectancy and instrumentality estimates are tested empirically. The results indicate the salesperson's personal characteristics and his or her perceptions of supervisory style, organizational communication, job significance and autonomy, job variety and completeness, job complexity, and selling constraints are potentially important predictors of salesforce motivation.
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