Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective

Career stage theory suggests that salespeople vary in their motivation systematically across career stages. However, empirical evidence using valence, expectancy, and instrumentality components of motivation have failed to find consistent support. Drawing on social psychology and recent sales literature, we decompose global intrinsic and extrinsic (I/E) motivation into distinct cognitive and affective dimensions to empirically test a more current conceptualization of salesperson motivation. Empirical results using a cross section of salespeople indicate that salespeople’s I/E motivation differs along the cognitive, but not affective, dimensions across career stages. Specifically, salespeople in the establishment stage were found to have higher levels of challenge seeking than those in the disengagement stage, and compensation seeking was higher among exploration- and establishment-stage salespeople than those in the maintenance stage. The research findings highlight the need to distinguish between cognitive and affective dimensions of I/E motivation in understanding career stage–based expectations of salesperson motivation.     

Perceived Cognitive Diversity and Creativity: A Multilevel Study of Motivational Mechanisms and Boundary Conditions

Adopting a motivational perspective on creativity, we theorized when and how perceived cognitive diversity in teams was associated with creativity by focusing on the mediating role of intrinsic motivation and the moderating role of learning orientation. We further expanded our contribution by examining these relationships at both the individual and team levels. We used a sample of 382 Chinese employee–supervisor pairs nested within 106 teams to test our hypotheses. The results revealed that, at both the individual and team levels, learning goal orientation significantly moderated the positive association between perceived cognitive diversity and intrinsic motivation such that the latter relationship became stronger as learning goal orientation increased. Furthermore, our findings confirmed that learning goal orientation enhanced the indirect positive relationship between perceived cognitive diversity and creativity through intrinsic motivation.     

创造性人格与员工创造力:一个被调节的中介模型研究

本文基于动机行动和成就动机理论,构建一个被调节的中介模型以检验创造性人格对员工创造力产生的作用机理。以251套来自主管-下属配对的问卷数据为样本,实证分析结果表明:创造性人格可预测员工创造力产生,学习目标导向与绩效证明目标导向在两者之间起部分中介作用;内在动机能够强化个体目标导向对创造力的作用,并显著正向调节创造性人格对员工创造力的间接效应。最后,论文讨论了研究发现对员工创造力产生的理论和实践意义。     

Intrinsic vs. extrinsic motivational orientations and the volunteer process

The present study incorporated the constructs of intrinsic and extrinsic motivation into an investigation of dispositional factors that contribute to volunteering. Recent research has conceptualized motivational tendencies as akin to personality variables, stable across time and situations. Volunteer motives, volunteer role identity, and prosocial personality were assessed, along with motivational orientation and time devoted to volunteering. Intrinsic motivation was positively associated with a volunteer self-concept, prosocial personality, volunteer time, and motive strength. This was particularly true for “internal” motives, those that are satisfied by the volunteer activity itself. Extrinsic orientation was most closely associated with “external” motives (specifically career aspirations), which require an outcome separate from the volunteer work in order to be fulfilled. The study was the first to consider constructs from the prevailing conceptual view of the volunteer process in the context of motivational orientation. The wider theoretical perspective offers insight into human behavior beyond volunteerism.     

Disentangling empowerment: Considering the role of employee perceptions in adaptive selling

As more jobs require employees to continually learn and adapt, empowering employees to adopt learning goals becomes a competitive advantage. Although research has identified key leadership behaviors that empower employees, the relationship between managers and empowered employees is ongoing and dynamic. Therefore, it is important to understand how key leadership behaviors interact with employees in their current state of empowerment to influence learning and performance. In this paper, we draw from self-determination theory to argue that the way employees perceive a given leadership behavior will differ by dimension of empowerment, and these perceptions impact their intrinsic motivation to learn. Specifically, employees who are high in competence and impact will perceive the leadership behavior of goal clarity as controlling, and be less likely to set learning goals, while those who are high in autonomy and meaning will perceive the same behavior as supportive, and be more likely to set learning goals. In a time-lagged study of 349 salespeople, we find that goal clarity acts as a boundary condition by weakening the relationship between empowerment and learning goal orientation (LGO) for those high on the competence and impact dimensions. As hypothesized, we find that the same behavior of goal clarity actually strengthens the relationship for those high on the autonomy and meaning dimensions. Further, we provide theoretical and empirical evidence that LGO mediates the relationship between empowerment and adaptive selling.     

Achievement goals and intrinsic motivation: Their relation and their role in adaptive motivation

In this article, the relation between research emerging from the goals approach to motivation and research emerging from the intrinsic motivation approach is examined. A review of relevant research suggests that factors promoting learning goals (emphasizing the development of competencies) are associated with enhanced intrinsic motivation, and that factors promoting performance goals (emphasizing the evaluation of competence) are associated with diminished intrinsic motivation. It is also suggested that important aspects of the goals approach are often incorporated into conceptions and measures of intrinsic motivation. Finally, a framework is presented in which adaptive motivation is described in terms of the coordination of achievement goals and intrinsic motivation.     

作为人格维度的时间洞察力研究

时间洞察力是个体对于时间的认知、体验和行动(或行动倾向)的一种人格特质．本文从时间洞察力的研究途径,以及它与情绪、目标设定和学习动机等的关系出发,概述了作为人格维度的时间洞察力研究。     

动机的结构与效应：基于动机连续体的视角

动机连续体是对内部动机、外部动机进行整合的心理学概念,其对内部动机和外部动机的争论提出了不同的假设。从大理论(grand theory)视角出发,对涉及上述两个概念的理论进行梳理,将自我决定理论与其他相关理论进行整合。由此展开对内部动机、外部动机结构的讨论,总结了动机的单维结构、多维结构和复杂结构假设下的理论新进展,分别论述在拮抗效应、累加效应和其他复杂效应等假设下动机对结果变量的影响,并展开不同效应对实践应用的讨论。     

Mediational role of academic motivation in the association between school self-concept and school achievement among Indian adolescents in Canada and India

The present study examined the mediational role of academic motivation in the association between school self-concept and school achievement among 355 Indian immigrant adolescents in Canada and 363 Indian adolescents in India. Surveys were administered among Grades 9?C12 students in Canada and India to assess their academic self-concepts, academic motivation, and academic achievement. Bootstrapped tests of simultaneous multiple indirect effects were conducted to determine the unique ability of each putative mediator??intrinsic motivation, extrinsic motivation, and amotivation??to account for the effect of school self-concept on overall school GPA for Indian immigrant adolescents in Canada and Indian adolescents in India. Mediational analyses revealed the mediational roles of both intrinsic and extrinsic motivation in the association between school self-concept and school achievement for Indian immigrant adolescents in Canada, while intrinsic motivation solely mediated the relations between school self-concept and school achievement for Indian adolescents in India. Amotivation was not a significant mediator for both the Indian immigrant and Indian adolescents. Implications of the findings are discussed.     

Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation,customer satisfaction,and firm innovation climate

This research aims to fill a critical gap in the sales literature by proposing a relationship-based model of customer willingness to pay more, involving salesperson time perspectives (i.e., long-term perspective and short-term perspective), intraorganizational employee navigation, and customer satisfaction with the salesperson. We also examine the moderating role of firm innovation climate. Multisource survey data were collected from 204 salespeople in a business-to-business sales context along with external ratings from customers of these salespeople three months later. The findings indicate that both long- and short-term perspectives have positive effects on intraorganizational employee navigation and customer satisfaction, which, in turn, positively affect customer willingness to pay more. In addition, short-term perspective has a stronger impact than long-term perspective on intraorganizational employee navigation. Further, the effect of long-term perspective on customer satisfaction is strengthened by the innovation climate of the firm, whereas the effect of short-term perspective on customer satisfaction is weakened by it.     

The motivations of adolescents who are addicted to online games: a cognitive perspective

This research explored, from the perspective of cognitive theory, the psychological motivations of Taiwanese adolescents who are addicted to online games. Study 1 focused on the differential motivations between the addicts and nonaddicts. The findings revealed that the addicts exhibited higher intrinsic than extrinsic motivation, whereas the nonaddicts showed an opposite relationship. The intrinsic motivation of the addicts was also higher than the nonaddicts. The results imply that intrinsic motivation plays a crucial role in gaming addiction. Study 2 was conducted to examine whether four factors that moderate the detrimental effect of extrinsic motivators on intrinsic motivation would function as predicted. Results indicated that extrinsic rewards would undermine intrinsic motivation when they were high expectancy, high relevance, tangible, and noncontingent. Thus, players' intrinsic motivation would be higher when extrinsic rewards were low expectancy, low relevance, intangible, and contingent. This article provides insights into the differential motivations of the addicted players and how to employ intrinsic motivators to affect their intrinsic motivation.     

Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness,adaptive selling,and role conflict

This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a model which highlights both the positive and negative consequences of this simultaneous goal pursuit. Specifically, while sales-service ambidexterity positively impacts adaptive selling behaviors, it also increases perceptions of role conflict among salespeople. Customer demandingness moderates these relationships. Taken together, the results provide insights for firms on how to manage their sales force to optimize both sales and service outcomes based on characteristics of their salespeople and customers.     

Not only assholes drive Mercedes. Besides disagreeable men,also conscientious people drive high-status cars

In a representative sample of Finnish car owners (N = 1892) we connected the Five-Factor Model personality dimensions to driving a high-status car. Regardless of whether income was included in the logistic model, disagreeable men and conscientious people in general were particularly likely to drive high-status cars. The results regarding agreeableness are consistent with prior work that has argued for the role of narcissism in status consumption. Regarding conscientiousness, the results can be interpreted from the perspective of self-congruity theory, according to which consumers purchase brands that best reflect their actual or ideal personalities. An important implication is that the association between driving a high-status car and unethical driving behaviour may not, as is commonly argued, be due to the corruptive effects of wealth. Rather, certain personality traits, such as low agreeableness, may be associated with both unethical driving behaviour and with driving a high-status car.     

The support of autonomy and the control of behavior

In this article we suggest that events and contexts relevant to the initiation and regulation of intentional behavior can function either to support autonomy (i.e., to promote choice) or to control behavior (i.e., to pressure one toward specific outcomes). Research herein reviewed indicates that this distinction is relevant to specific external events and to general interpersonal contexts as well as to specific internal events and to general personality orientations. That is, the distinction is relevant whether one's analysis focuses on social psychological variables or on personality variables. The research review details those contextual and person factors that tend to promote autonomy and those that tend to control. Furthermore, it shows that autonomy support has generally been associated with more intrinsic motivation, greater interest, less pressure and tension, more creativity, more cognitive flexibility, better conceptual learning, a more positive emotional tone, higher self-esteem, more trust, greater persistence of behavior change, and better physical and psychological health than has control. Also, these results have converged across different assessment procedures, different research methods, and different subject populations. On the basis of these results, we present an organismic perspective in which we argue that the regulation of intentional behavior varies along a continuum from autonomous (i.e., self-determined) to controlled. The relation of this organismic perspective to historical developments in empirical psychology is discussed, with a particular emphasis on its implications for the study of social psychology and personality.     

Becoming who you are: An integrative review of self‐determination theory and personality systems interactions theory

One of the enduring missions of personality science is to unravel what it takes to become a fully functioning person. In the present article, the authors address this matter from the perspectives of self‐determination theory (SDT) and personality systems interactions (PSI) theory. SDT (a) is rooted in humanistic psychology; (b) has emphasized a first‐person perspective on motivation and personality; (c) posits that the person, supported by the social environment, naturally moves toward growth through the satisfaction of basic psychological needs for autonomy, competence, and relatedness. PSI theory (a) is rooted in German volition psychology; (b) has emphasized a third‐person perspective on motivation and personality; and (c) posits that a fully functioning person can form and enact difficult intentions and integrate new experiences, and that such competencies are facilitated by affect regulation. The authors review empirical support for SDT and PSI theory, their convergences and divergences, and how the theories bear on recent empirical research on internalization, vitality, and achievement flow. The authors conclude that SDT and PSI theory offer complementary insights into developing a person's full potential.     

The role of the basal ganglia in learning and memory: insight from Parkinson's disease

It has long been known that memory is not a single process. Rather, there are different kinds of memory that are supported by distinct neural systems. This idea stemmed from early findings of dissociable patterns of memory impairments in patients with selective damage to different brain regions. These studies highlighted the role of the basal ganglia in non-declarative memory, such as procedural or habit learning, contrasting it with the known role of the medial temporal lobes in declarative memory. In recent years, major advances across multiple areas of neuroscience have revealed an important role for the basal ganglia in motivation and decision making. These findings have led to new discoveries about the role of the basal ganglia in learning and highlighted the essential role of dopamine in specific forms of learning. Here we review these recent advances with an emphasis on novel discoveries from studies of learning in patients with Parkinson's disease. We discuss how these findings promote the development of current theories away from accounts that emphasize the verbalizability of the contents of memory and towards a focus on the specific computations carried out by distinct brain regions. Finally, we discuss new challenges that arise in the face of accumulating evidence for dynamic and interconnected memory systems that jointly contribute to learning.     

高中生价值观对学校投入的影响:未来目标和动机内化程度的中介作用

为了考察价值观是否可以通过未来目标和动机内化程度影响高中生的学校投入，对六个城市七所学校的1022名高一学生的价值观、未来目标、学习动机内化程度及学校投入进行了调查。结果表明：（1）自我超越型价值观和自我完善型价值观能够使青少年发展出内在未来目标以及较为内化的学习动机，进而更加努力学习，而物质主义价值观则会使青少年形成外在未来目标以及较为外化的学习动机，进而更少投入学习；（2）当考虑价值观对未来目标的作用时，内外在未来目标不影响青少年的学习动机，但影响学校投入；（3）当不考虑价值观对未来目标的作用时，内在未来目标能够促进青少年学习动机的内化，进而更多地投入到学习中，而外在未来目标则会阻碍青少年学习动机的内化，进而更少投入学习。研究结果表明青少年的价值观比未来目标对学习有更重要的影响，说明学生发展指导工作中更应该注重价值观教育。     

A motivational model for environmentally responsible behavior

This paper presents a study examining whether self-efficacy and intrinsic motivation are related to environmentally responsible behavior (ERB). The study analysed past environmental behavior, self-regulatory mechanisms (self-efficacy, satisfaction, goals), and intrinsic and extrinsic motivation in relation to ERBs in a sample of 156 university students. Results show that all the motivational variables studied are linked to ERB. The effects of self-efficacy on ERB are mediated by the intrinsic motivation responses of the participants. A theoretical model was created by means of path analysis, revealing the power of motivational variables to predict ERB. Structural equation modeling was used to test and fit the research model. The role of motivational variables is discussed with a view to creating adequate learning contexts and experiences to generate interest and new sensations in which self-efficacy and affective reactions play an important role.     

Openness to Experience Enhances Creativity: The Mediating Role of Intrinsic Motivation and the Creative Process Engagement

Studies indicate that there is a positive relationship between openness to experience and creativity. However, relatively little attention has been given to the mechanism of this relationship. On the basis of previous findings, we hypothesized a conceptual model and tested the mediating role of intrinsic motivation and the creative process engagement in the relationship between openness to experience and creativity. One hundred and ninety‐eight undergraduates in Malaysia participated in the study and completed an online measure of openness to new experience, creativity, intrinsic motivation, and the creative process engagement. Consistent with the hypothesis, people who scored high on openness reported high intrinsic motivation. The high motivation enhanced engagement in creativity‐related activities, which in turn, improved self‐rated creativity. The findings not only shed light on mechanisms that underlie in the openness‐creativity linkage but they also highlight the importance of intrinsic motivation and creative process engagement in the linkage. Together, the study extends the effect of personality trait on creativity and offers a new direction for future studies.