The effects on stressful organizational conditions on salesperson work motivation

Abstract

This paper examines how organizational stress may contribute to intrinsic and extrinsic dimensions of salesperson work motivation. Hypotheses generated on the basis of sales management and organizational stress literature are tested using data gathered from an insurance sales population. Results indicate that excessive role stress may produce a significant adverse impact on salespersons' intrinsic and extrinsic work motivation. Research findings are discussed from a managerial perspective.