Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences

Abstract

Purpose

This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation.

Design/methodology/approach

A two-study approach with data from 285 business-to-business (B2B) salespeople in the USA and 342 B2B/business-to-consumer salespeople in Poland is used. This study has also used structural equation modelling with partial least squares, common method assessment and mediation testing.

Findings

The findings show that across both studies, entrepreneurial motivation relates directly and positively to effort: salespeople with a greater entrepreneurial motivation exert more effort to perform their sales-related tasks. In addition, competitiveness and self-efficacy are two antecedents of entrepreneurial motivation in a sales context.

Originality/value

This study introduces the concept of entrepreneurial motivation as a goal orientation.

Citation

Rajabi, R., Brashear-Alejandro, T. and Chelariu, C. (2018), "Entrepreneurial motivation as a key salesperson competence: trait antecedents and performance consequences", Journal of Business & Industrial Marketing, Vol. 33 No. 4, pp. 405-416. https://doi.org/10.1108/JBIM-12-2016-0278