The effects on stressful organizational conditions on salesperson work motivation
Journal of the Academy of Marketing Science · 1985 · Volume 13 · Issue 1
Abstract
This paper examines how organizational stress may contribute to intrinsic and extrinsic dimensions of salesperson work motivation. Hypotheses generated on the basis of sales management and organizational stress literature are tested using data gathered from an insurance sales population. Results indicate that excessive role stress may produce a significant adverse impact on salespersons' intrinsic and extrinsic work motivation. Research findings are discussed from a managerial perspective.
Keywords
Role Conflict, Extrinsic Motivation, Organizational Climate, Role Ambiguity, Work Motivation
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