Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model

Abstract This study integrates identification and motivation theory to show the relationship between a salesperson’s perceived personal identification with his/her supervisor, intrinsic and extrinsic motivation, and three sales outcomes (turnover intention, outcome performance, and behavioral performance). The study results find support in nine of ten hypotheses including the notion that both intrinsic and extrinsic motivation are important mediators of the linkage between a salesperson’s perceived personal identification with their supervisor and turnover intention as well as performance. This study serves to bridge a gap in the identification literature by focusing on perceived personal identification in the salesforce domain, as well as answering the call for more research on influences of salesperson work engagement (motivation) and drivers of sales performance.

• Publication year

  2022

• Venue

  Journal of Personal Selling & Sales Management

• Publication date

  2022-03-09

• Fields of study

  Not labeled

• Identifiers
  DOI 10.1080/08853134.2022.2044345
• External record

  Open on Semantic Scholar

• Source metadata

  Semantic Scholar

• No claims are published for this paper.

• No concepts are published for this paper.

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