Title

Getting the Job Done: The Moderating Role of Initiative on the Relationship between Intrinsic Motivation and Adaptive Selling

Document Type

Article

Publication Date

2007

Digital Object Identifier (DOI)

https://doi.org/10.2753/PSS0885-3134270104

Abstract

This study explores why salespeople with equal intrinsic motivation may achieve different levels of performance. Utilizing action control theory, the paper explores the moderating effect of the initiative dimension of action-state orientation on the salesperson’s intrinsic motivation and adaptive selling relationship. An empirical study is presented that included 223 Ecuadorian salespeople and objective performance measures. Findings indicate that salesperson’s initiative strengthens the relationship between intrinsic motivation and adaptive selling. In addition, results show that adaptive selling is a significant antecedent of objective salesperson’s performance. Finally, results reveal that initiative has a significant direct effect on objective performance.

Was this content written or created while at USF?

Yes

Citation / Publisher Attribution

Journal of Personal Selling and Sales Management, v. 27, issue 1, p. 59-74

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