The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited

By C. Fred Miao, Kenneth R. Evans, Shaoming Zou. 2007

177 citations recorded by the source corpus.

Subfields: Information Systems and Management, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/6c9ab174855bd3296e88252d449205ac638998d7

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Information Systems and Management

1. C. Fred Miao
2. Ayomikun Idowu

In Organizational Behavior and Human Resource Management

1. C. Fred Miao
2. K. Evans
3. Ayomikun Idowu

Citations in the corpus

• Risk, trust, and the interaction of perceived ease of use and behavioral control in predicting consumers' use of social media for transactions (2018, unknown): “In particular, in comparison to the affective processing models, TPB does not take into account emotional constructs, including threat, fear, mood and feelings of negativity (or the opposite of thereof), see, e.g., Hansen and Levin (2016) and Miao, Evans, and Zou (2007).”
• Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018, background): “Note: Journal abbreviations: IMM¼ Industrial Marketing Management; JAMS¼ Journal of the Academy of Marketing Science; JAP¼ Journal of Applied Psychology; JBR¼ Journal of Business Research; JPSSM¼ Journal of Personal Selling & Sales Management; JSR¼ Journal of Services Research. accords with Brehm’s ”
• The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, background): “Prior research has shown that activity control and capability control have differential and even opposite effects (Evans et al. 2007; Miao et al. 2007).”
• Effectiveness of Performance Appraisal System and its Effect on Employee Motivation (2017, background): “On the other hand, several studies suggest the presence of a positive relationship between the intrinsic and extrinsic motivation and the subsequent effect on performance (Miao et al., 2007; Huang et al., 2011).”