Uncovering Sales Motivation: Testing a Diagnostic Tool Based on Self-Determination Theory
(A2026-134228)

AUTHORS

PASCAL BRASSIER, UNIVERSITE CLERMONT AUVERGNE - CleRMa Lab

ABSTRACT

This study explores sales motivation from a holistic perspective, integrating self-determination theory (SDT) with empirical findings. We investigate the antecedents and consequences of motivation in sales, by developing and testing a new tool for analyzing salespeople's motivation. The results reveal a complex interplay of intrinsic and extrinsic factors influencing motivation, with significant implications for sales performance and job satisfaction. Our study contributes to both the theoretical understanding and practical applications of sales management, filling a critical gap in research and providing a new tool for managing sales force motivation.