Work

The Effects of Salesperson Need for Achievement and Sales Manager Leader Reward Behavior

Year: 2005

Type: article

Abstract: A sample of 312 salespeople from diverse industries was used to develop a model that examined the influence of salesperson need for achievement and sales manager positive leader reward behavior on several key organizational outcomes. The organizational outcome variables examined were goal acceptance, sales performance, and organizational commitment. The results suggest that a salesperson’s need for achievement may lead to higher performance, but not necessarily commitment to the organization. However, positive leader reward behavior may strengthen a salesperson’s organizational commitment. The findings, along with suggestions for sales managers, are discussed.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.2005.10749069

Authors: Douglas Amyx, Bruce L. Alford

Institution: Louisiana Tech University

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W2553355405

FWCI:

Cites: 75

Cited by: 37

Related to: 10