Proposing a sales performance motivational framework for B2B sellers in services firms.

Rodríguez Herrera, Rocio; Roberts-Lombard, Mornay; Høgevold, Nils M.; Svensson, Goran

Publication:
Proposing a sales performance motivational framework for B2B sellers in services firms.

dc.contributor.author	Rodríguez Herrera, Rocio
dc.contributor.author	Roberts-Lombard, Mornay
dc.contributor.author	Høgevold, Nils M.
dc.contributor.author	Svensson, Goran
dc.contributor.department	Comercialización e Investigación de Mercados
dc.date.accessioned	2025-01-23T11:13:52Z
dc.date.available	2025-01-23T11:13:52Z
dc.date.issued	2024-01-04
dc.description	© 2023 The Author(s). This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/. This document is the Published version of a Published Work that appeared in final form in European Research on Management and Business Economics (ERMBE). To access the final edited and published work see https://doi.org/10.1016/j.iedeen.2023.100235
dc.description.abstract	This study tests a framework of business-to-business (B2B) sellers’ sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results verify that B2B service sales are complex contexts and situations for B2B seller services firms and their B2B customers to handle. Many elements are required to reach a final deal. Therefore, services firms must maintain seller motivation throughout the B2B services sales process, which is usually hard and may involve psychological wear-out. Consequently, this study examines and verifies an important area of sales performance indicators, namely B2B sellers’ motivations in services firms, and explains B2B sellers’ intrinsic and extrinsic motivations.	es
dc.format	application/pdf	es
dc.format.extent	14	es
dc.identifier.citation	European Research on Management and Business Economics 30 (2024) 100235
dc.identifier.doi	https://doi.org/10.1016/j.iedeen.2023.100235
dc.identifier.issn	Print: 1015-8812
dc.identifier.issn	Electronic: 2444-8842
dc.identifier.uri	http://hdl.handle.net/10201/149144
dc.language	eng	es
dc.publisher	Elsevier	es
dc.relation	Sin financiación externa a la Universidad	es
dc.relation.publisherversion	https://www.sciencedirect.com/science/article/pii/S2444883423000220?via%3Dihub	es
dc.rights	info:eu-repo/semantics/openAccess	es
dc.rights	Attribution-NonCommercial-NoDerivatives 4.0 Internacional	*
dc.rights.uri	http://creativecommons.org/licenses/by-nc-nd/4.0/	*
dc.subject	Cognitive choice	es
dc.subject	Intrinsec motivation	es
dc.subject	Goal orientation	es
dc.subject	Outcome productivity	es
dc.title	Proposing a sales performance motivational framework for B2B sellers in services firms.	es
dc.type	info:eu-repo/semantics/article	es
dspace.entity.type	Publication	es