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Erschienen in: Journal of the Academy of Marketing Science 2/2022

06.08.2021 | Original Empirical Research

More than money: establishing the importance of a sense of purpose for salespeople

verfasst von: Valerie Good, Douglas E. Hughes, Hao Wang

Erschienen in: Journal of the Academy of Marketing Science | Ausgabe 2/2022

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Abstract

Much of the current research on salesperson motivation focuses on extrinsic reward expectancy related to compensation, contests, incentives, and quotas. We find that while salespeople want to make money, they also want to make a difference and contribute to society through their work. In Study 1, the qualitative findings reveal that a sense of purpose–the belief that one is making a contribution to a cause greater and more enduring than oneself–is a significant motivator for salespeople. Hence, in Study 2 we develop a measure for sense of purpose and distinguish it from related constructs. Finally, in Study 3 we use a dynamic modeling approach with longitudinal salesperson data to empirically demonstrate that sense of purpose is an antecedent to intrinsic motivation. We also discover that intrinsic motivation is more positively associated with increased salesperson effort, adaptivity, and performance than is a desire for money on average over time, particularly for younger salespeople. These findings not only contribute to theory but also have important ramifications for the effective management of modern sales organizations.

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1
We would like to thank an anonymous reviewer for making this observation.
 
2
We would like to thank an anonymous reviewer for this suggestion.
 
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Metadaten
Titel
More than money: establishing the importance of a sense of purpose for salespeople
verfasst von
Valerie Good
Douglas E. Hughes
Hao Wang
Publikationsdatum
06.08.2021
Verlag
Springer US
Erschienen in
Journal of the Academy of Marketing Science / Ausgabe 2/2022
Print ISSN: 0092-0703
Elektronische ISSN: 1552-7824
DOI
https://doi.org/10.1007/s11747-021-00795-x

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