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

Abstract

Although the sales control literature acknowledges the importance of salesperson's intrinsic and extrinsic (I/E) motivation due to their correlations with sales control and sales performance, the global nature of salesperson's I/E motivation inhibits a thorough understanding of motivation in the sales control context. This study expands the literature of salesperson motivation by incorporating the cognitive and affective components of I/E motivation in the sales control context. Empirical results from a survey of salespeople support the hypotheses that the cognitive and affective components of I/E motivation have distinct antecedents and consequences that would not otherwise have been captured by the global motivation constructs. Theoretical and managerial implications are discussed.