Relative Importance of Key Job Dimensions and Leadership Behaviors in Motivating Salesperson Work Performance

Abstract

This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative effects of job dimensions and leadership behavior on intrinsic and extrinsic work motivation of salespersons are examined, with results indicating that key job dimensions are more instrumental in enhancing work motivation, and leadership behavior more influential in effecting extrinsic motivation. A number of major implications based on these findings are discussed.