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Author ORCID Identifier
Open Access Dissertation
Doctor of Philosophy (PhD)
Year Degree Awarded
Month Degree Awarded
Thomas Brashear- Alejandro
Marketing | Sales and Merchandising
Salesforces are important to firms as they drive a significant part of the firm’s brand, financial, and relational performance. Salesforce performance, job satisfaction, and motivation have remained key topics of interest to practitioners as well as researchers (Hansen & Levin, 2016; Pullins, 2001; Williams & Plouffe, 2007). This dissertation includes three essays. Essay 1 aims to address a lingering question theoretically and managerially. What is the relationship between satisfaction and performance? That question is assessed with a unique longitudinal simultaneous design to test four leading hypotheses of the causal relationship between salespeople’s job satisfaction and performance. The study’s design addresses various theoretical and methodological limitations of previous research, including the longitudinal relationships between the variables, a large cohort of insurance salespeople tracked over multiple periods, and objective performance measurement.
Essay 2 fills additional gaps in the sales management and management literature by exploring motivation changes among salespeople. The study is grounded in the Expectancy Theory of Motivation combined with the socialization theory to understand motivation changes in the early employment of salespeople. The study longitudinally assesses detailed elements of intrinsic and extrinsic motivation. This study contributes to sales and motivation literature by providing a theoretical understanding of motivation dynamics in one work role, over time and beginning at a critical time, the onboarding stage.
Essay 3 proposes a bibliometrics analysis of salespeople's motivation literature. The goals of this bibliometric study are to map 50 years of salesforce motivation research with regard to performance analysis of the major papers and authors. Second, the analysis will map keywords and development themes that have been the most salient trends. The literature will undergo a science mapping to go beyond the key papers and authors to show the intellectual structure of motivation literature and the migration of trends in the literature. The final contribution of this bibliometric study is to analyze the research fronts and future research directions.
Cha, Claire H., "ESSAYS ON SALESPERSON’S MOTIVATION AND JOB SATISFACTION-PERFORMANCE" (2023). Doctoral Dissertations. 2967.
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Available for download on Friday, March 01, 2024