(Re) defining salesperson motivation: current status, main challenges, and research directions

Rushana Khusainova*, Ad De Jong, Nick Lee, Greg W Marshall, John M. Rudd

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


The construct of motivation is one of the central themes in selling and sales management research. Yet, to-date no review article exists that surveys the construct (both from an extrinsic and intrinsic motivation context), critically evaluates its current status, examines various key challenges apparent from the extant research, and suggests new research opportunities based on a thorough review of past work. The authors explore how motivation is defined, major theories underpinning motivation, how motivation has historically been measured, and key methodologies used over time. In addition, attention is given to principal drivers and outcomes of salesperson motivation. A summarizing appendix of key articles in salesperson motivation is provided.
Original languageEnglish
Pages (from-to) 2-29
Number of pages28
JournalJournal of Personal Selling and Sales Management
Issue number1
Early online date17 Jan 2018
Publication statusPublished - Jan 2018

Bibliographical note

Copyright: 2018 Pi Sigma Epsilon National Educational Foundation. © 2018 Informa UK Limited, publishing as Taylor & Francis. This is an Accepted Manuscript of an article published by Taylor & Francis, available online: http://www.tandfonline.com/10.1080/08853134.2017.1415761.


  • salesperson
  • motivation
  • sales management
  • review


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