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The author examines how organizational climate contributes to salespersons’ intrinsic and extrinsic motivation to perform. On the basis of expectancy-valence theory of motivation, specific relationships between organizational climate and motivational components are tested using a sample of insurance salespersons. Managerial implications and future research directions are discussed.

This article examines the relative importance of key job dimensions and leadership characteristics in enhancing salesperson motivation and work performance. To gain a deeper insight, the relative effects of job dimensions and leadership behavior on intrinsic and extrinsic work motivation of salespersons are examined, with results indicating that key job dimensions are more instrumental in enhancing work motivation, and leadership behavior more influential in effecting extrinsic motivation. A number of major implications based on these findings are discussed.

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