Por favor, use este identificador para citar o enlazar este ítem: https://doi.org/10.4102/sajems.v26i1.4923

Título: Business-to-business sellers’ motivations in sales performance – A six-dimensional framework proposition
Fecha de publicación: 15-sep-2023
Editorial: AOSIS Publishing
Cita bibliográfica: South African Journal of Economic and Management Sciences, Vol. 26, N. 1 : a4923
ISSN: Print 1015-8812
Electronic: 2222-3436
Palabras clave: e sales performance
Cognitive choice
Goal orientation
Work engagement
Job involvement
B2B
Resumen: Background: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings. Aim: The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers’ motivations in sales performance. Setting: The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the product-orientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies. Method: In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires. Results: The findings indicate that the dimensions of B2B sellers’ motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals. Conclusion: The study offers an increased understanding on how to structure B2B sellers’ motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement. Contribution: The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers’ motivations in a six-dimensional framework.
Autor/es principal/es: Rodríguez Herrera, Rocío
Roberts Lombard, Mornay
Høgevold, Nils
Svensson, Göran
Versión del editor: https://sajems.org/index.php/sajems/article/view/4923
URI: http://hdl.handle.net/10201/147683
DOI: https://doi.org/10.4102/sajems.v26i1.4923
Tipo de documento: info:eu-repo/semantics/article
Número páginas / Extensión: 14
Derechos: info:eu-repo/semantics/openAccess
Atribución 4.0 Internacional
Descripción: © 2023 Los autores. This manuscript version is made available under the CC-BY 4.0 license http://creativecommons.org/licenses/by/4.0/ This document is the Published version of a Published Work that appeared in final form in South African Journal of Economic and Management Sciences. To access the final edited and published work see https://doi.org/10.4102/sajems.v26i1.4923
Aparece en las colecciones:Artículos

Ficheros en este ítem:
Fichero Descripción TamañoFormato 
SAJEMS 2023 ARTICLE.pdf1,09 MBAdobe PDFVista previa
Visualizar/Abrir


Este ítem está sujeto a una licencia Creative Commons Licencia Creative Commons Creative Commons