Proposing a sales performance motivational framework for B2B sellers in services firms

Artikel

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results verify that B2B service sales are complex contexts and situations for B2B seller services firms and their B2B customers to handle. Many elements are required to reach a final deal. Therefore, services firms must maintain seller motivation throughout the B2B services sales process, which is usually hard and may involve psychological wear-out. Consequently, this study examines and verifies an important area of sales performance indicators, namely B2B sellers' motivations in services firms, and explains B2B sellers' intrinsic and extrinsic motivations.

Object Details

• Language: Englisch

References and Relationships

• Bibliographic citation: Journal: European Research on Management and Business Economics (ERMBE) ; ISSN: 2444-8834 ; Volume: 30 ; Year: 2024 ; Issue: 1 ; Pages: 1-14

Classification and Topics

• Classification: Management
• Subject: Cognitive choice ; Goal orientation ; Intrinsic motivation ; Outcome productivity

Contributors, Places and Time

• Event: Geistige Schöpfung
• (who): Rodríguez, Rocío ; Roberts-Lombard, Mornay ; Høgevold, Nils M. ; Svensson, Göran
• Event: Veröffentlichung
• (who): Elsevier
• (where): Amsterdam
• (when): 2024

Further information

• DOI: doi:10.1016/j.iedeen.2023.100235
• Last update: 10.03.2025, 11:42 AM CET