Getting the Job Done: The Moderating Role of Initiative on the Relationship between Intrinsic Motivation and Adaptive Selling
Digital Object Identifier (DOI)
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.
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Citation / Publisher Attribution
Journal of Personal Selling and Sales Management, v. 27, issue 1, p. 59-74
Scholar Commons Citation
Jaramillo, Fernando; Locander, William B.; Spector, Paul E.; and Harris, Eric G., "Getting the Job Done: The Moderating Role of Initiative on the Relationship between Intrinsic Motivation and Adaptive Selling" (2007). Psychology Faculty Publications. 712.