Call for Papers: National Conference in Sales Management

This article combines a constructivist grounded theory approach with a focus on structuration theory to propose a new mental model for understanding motivation in the context of solving complex problems in contemporary business-to-business (B2B) settings. This study uses the interpretative tradition of qualitative research to conduct in-depth interviews of 24 B2B sales professionals and subsequently analyze their lived experiences. Findings indicate that intrinsic motivation stems attitudinally from a need to foster an identity of helping customers, introducing a concept called “interpersonal identification” with customers. That identity motivates the development of more cognitively intense sales proposals using a more holistic proposal development process – referred to herein as “systems-savvy selling.” While interpersonal relationships have long been components of B2B relationships, this study challenges laypeople’s stereotypes of salespeople who use interpersonal relationships to improve business outcomes. Instead, systems-savvy selling helps salespeople build interpersonal relationships and use business outcomes as feedback to strengthen interpersonal relationships and their identification with customers. Unexpectedly, it also finds that dual-role sales managers, who have roles both in selling and managing, confront a paradox of self versus others when managing systems-savvy selling processes. By sampling within an industry in which the research team benefits from significant expertise, the constructivist grounded theory approach relying on semistructured, in-depth interviews used herein leverages the research team’s expertise while controlling for industry-level effects.     

Relational Job Characteristics and Work Engagement: Mediation by Prosocial Motivation

This study tested the relation between perceived social impact, social worth, and work engagement in the military, and mediating effects of prosocial motivation. We tested hypotheses using structural equation modeling analysis in a field study with 322 officers and sergeants and 1,045 soldiers of the Portuguese Army. Results confirmed that perceived social impact and social worth were associated with work engagement. Furthermore, regardless of the rank category, perceived social impact was associated with higher prosocial motivation, which in turn was associated with higher work engagement. In the soldiers subsample, results further indicated that soldiers’ perceived social worth was associated with higher prosocial motivation, which in turn was related to higher work engagement. The direct effects of perceived social impact and social worth on work engagement, and the mediating role of prosocial motivation supported the hypothesis that perceptions of social impact and social worth may strengthen the motives to “do good” (prosocial motivation), leading to an upward spiral that cultivates work engagement among members of the military.     

Organizational Support,Job Resources,Soldiers’ Motivational Profiles,Work Engagement,and Affect

The authors examined the relationships between soldiers’ motivational profiles and work correlates. Results showed that the profiles differentially related to perceived organizational support and work engagement in both samples, as well as to communication, supervisor support, and positive and negative affect in Sample 2. Specifically, soldiers with the highest autonomous motivation scores displayed the highest levels of perceived organizational support and work engagement. Moreover, the highest levels of autonomous motivation were associated with the highest levels of communication, supervisor support, and positive affect. Finally, soldiers with low to moderate levels of autonomous motivation reported higher levels of negative affect than those characterized by high autonomous motivation scores. Theoretical and practical implications of the findings are discussed.     

THE ROMANTIC CONNECTION: NEURATH,THE FRANKFURT SCHOOL,AND HEIDEGGER,PART TWO

Commentators commonly assume that Descartes regards it as a function of the passions to inform us or teach us which things are beneficial and which are harmful. As a result, they tend to infer that Descartes regards the passions as an appropriate guide to what is beneficial or harmful. In this paper I argue that this conception of the role of the passions in Descartes is mistaken. First, in spite of a number of texts appearing to show the contrary, I argue that Descartes does not regard it as the role of the passions to inform us about what is beneficial or harmful. Second, although Descartes calls the passions good and useful, I argue that Descartes does not think we should allow ourselves to be guided by them. When we recognize that the function of the passions is largely motivational and not informative, we can more easily understand Descartes's practical advice in The Passions of the Soul that happiness requires us to guide our passions instead of letting our passions guide us.     

Motivation as Mediator Between National Identity and Intention to Volunteer

Although there is a large volume of research on the relationship between social identity and volunteerism, little attention was given to national identity in volunteerism research. This study examined the role of national identity in motivating people to volunteer in the Chinese culture and its role in differentiating those who showed no interest in voluntary work (i.e. non‐volunteers) from those who wanted to volunteer but did not (i.e. potential volunteers). Two hundred ninety‐nine participants (age, M = 34.14 years) filled out a questionnaire on their demographics, experience of volunteering, intention to volunteer, volunteer motivations, and national identity. Results showed that a stronger national identity was associated with greater volunteer motivations. Mediation analyses further supported the positive indirect effect of national identity on intention to volunteer through strengthening volunteer motivations. Marital status was the only significant factor that differentiated current volunteers from potential volunteers. We concluded that citizens’ volunteer motivation increases with national identity, yet concrete measures to bring potential volunteers to actual volunteering need to be further explored. Copyright © 2012 John Wiley & Sons, Ltd.     

Motivational Effects of the Perceived Image of Non‐governmental Organisations

The motivational effect of the perceived image of non‐governmental organisations (NGOs) was analysed in two studies. Results from the first study, comprising two samples (N = 314 and N = 220), point to three dimensions of the perceived image of NGOs (solidarity, misleading and instrumentality). These dimensions have different effects on intention to collaborate and to recommend others to collaborate. In the second study, with a sample of N = 485, confirmatory analysis confirmed the three‐factor solution as appropriate. The misleading image emerged as a source of reactance to NGO campaigns. Results suggest the importance of promoting the image of solidarity as a motivational strategy. Copyright © 2013 John Wiley & Sons, Ltd.     

Barriers to Treatment in an Ethnically Diverse Sample of Families Enrolled in a Community-Based Domestic Violence Intervention

Using quantitative and qualitative data, we examined the association between barriers to treatment, motivating factors, treatment attendance, and outcome in a sample of 63 mothers (most of Asian or Pacific Islander descent) enrolled in a family-based domestic violence treatment program. A high number of perceived barriers was associated with lower attendance and lower scores on assessment of parenting practices at posttreatment. Mothers reported relying on their own motivation, observations of children's improvement, and the quality of their relationships with staff and group members to overcome barriers. A larger number of motivating factors was associated with positive parenting practices at posttreatment. Discussion includes the benefits of a mixed-method approach to measuring barriers and its clinical application to increase treatment participation.     

The relationships between perfectionism,religious motivation,and mental health utilisation among latter-day saint students

The present study examined the influence of perfectionism and religious motivation on help-seeking and attitudes towards mental health services (ATMHS) in a Latter-Day Saint sample of 119 undergraduates. Increased levels of perfectionism significantly predicted more negative ATMHS. Higher intrinsic religious motivation was significantly and positively related to help-seeking from religious sources, but not from mental health professionals. Intrinsic religious motivation was also related to perfectionism, but only for adaptive subscales. The implications for focusing utilisation interventions towards religious populations are discussed.