Submitting Campus
Daytona Beach
Department
Management, Marketing, & Operations
Document Type
Article
Publication/Presentation Date
2017
Abstract/Description
Business-to-business sales organizations are experiencing inside sales growth as well as increased importance and utilization of their inside sales people. This dynamic role change towards inside sales is resulting in organizations re-thinking their sales control structure. To fill this gap, data was collected from 183 inside sales professionals representing a variety of industries. Utilizing Partial Least Square Analysis (PLS), this study analyzed the influences of gender on the relationship between sales controls and job performance to include measuring effects of intrinsic motivation, both challenge seeking and task enjoyment, on the model relationships. Findings suggest that differences do exist between males and females. Practitioners are given greater insight into how role and gender variables along with control systems and intrinsic motivation work together in the design and implementation of more sales control systems.
Publication Title
Journal of Selling
Publisher
Northern Illinois University College of Business
Scholarly Commons Citation
Gottfried, A., Ambrose, S., & Plank, R. (2017). Inside Sales Force and Gender: Mediating Effects of Intrinsic Motivation on Sales Controls and Performance. Journal of Selling, 17(1). Retrieved from https://commons.erau.edu/publication/1123
