Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition
South African Journal of Economic and Management Sciences
| Field | Value | |
| Title | Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition | |
| Creator | Rodriquez, Rocio Roberts-Lombard, Mornay Høgevold, Nils Svensson, Göran | |
| Description | 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. | |
| Publisher | AOSIS Publishing | |
| Date | 2023-09-15 | |
| Identifier | 10.4102/sajems.v26i1.4923 | |
| Source | South African Journal of Economic and Management Sciences; Vol 26, No 1 (2023); 14 pages 2222-3436 1015-8812 | |
| Language | eng | |
| Relation |
The following web links (URLs) may trigger a file download or direct you to an alternative webpage to gain access to a publication file format of the published article:
https://sajems.org/index.php/sajems/article/view/4923/2802
https://sajems.org/index.php/sajems/article/view/4923/2803
https://sajems.org/index.php/sajems/article/view/4923/2806
https://sajems.org/index.php/sajems/article/view/4923/2808
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