This study was to investigate the motivational factors that may contribute to explain salespeople's motivation toward marketing intelligence activities. The proposed conceptual model utilizes expectancy theory, a process theory of motivation. Three factors can motivate salesperson to exert effort to collect and transmit information from the field expectancy, instrumentality and valence. The proposed conceptual model provides a manager a better understanding that salespeople will motivated and given amount effort to contribute marketing intelligence activities if he or she will gather good information about competitors or about customers and receive a reward for the information transmitted, which he or she really want to obtain.
The innovation-performance relationships continue to raise an ongoing debate in which the existing literature yields no conclusive results mainly in the tourism sector of resource-rich countries. This paper contributes to the literature by proposing a theoretical framework which links four innovations types to five types of performances in the hotel industry. Using a sample of all three, four and five stars hotels in Qatar over six months between 2016 and 2017, the results show the existence of an innovative path beginning from organizational innovation leading to an improvement of the hotels' financial performance. Specifically, the findings suggest that organizational innovation is the stronger driver of service innovation, and market performance is the main driver of financial performance. Accordingly, the results have several recommendations for hotels’ managers and Qatari policymakers for successful innovation implemention. The evidence also provides a better understanding of innovation types that drive hotels’ performance in the developing world, which may differ from the developed countries.
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