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/lp/sage/two-major-antecedents-of-salesforce-motivation-salesforce-control-gVQYzB06Tb
- Publisher
- SAGE
- Copyright
- © 2018 SAGE Publications
- ISSN
- 0886-3687
- eISSN
- 1552-3837
- DOI
- 10.1177/0886368718772254
- Publisher site
- See Article on Publisher Site
Abstract
Salesforce motivation is important for the success of the organization. Unless and until the salesforce is motivated, the organization will not be able to prosper. There are various factors that are responsible for salesforce motivation. It has been found that out of these many factors, the impact of salesforce control system and salesforce compensation plans is inevitable. Therefore, this study makes an attempt to analyze the impact of these two factors on salesforce motivation by following a review of selected studies from the year 1977 to 2014. Till now, none of the previous studies have analyzed the impact of these two factors on motivation. The review of studies reveals that salesforce control systems and compensation plans should be taken into consideration when motivation of salespeople is talked about as they have an impact on intrinsic as well as extrinsic motivation of salespeople. Based on the findings of the review, a framework is designed and implications and directions for future research are stated.
Journal
Compensation & Benefits Review: The Journal of Total Compensation Strategies – SAGE
Published: Apr 1, 2017