Presentation: Maximizing the Performance of Independent Sales Representatives
All are invited to attend this presentation given by Professor Greg Stewart of the University of Iowa.
Title:
Maximizing the Performance of Independent Sales Representatives: Conflicting Combinations of Internal and External Motivation across Career Stages
Abstract:
This talk will develop and test a model of motivation for independent sales representatives. Specific hypotheses suggest that optimal combinations of internal and external motivation will differ for relatively new and established representatives. The results support this prediction and suggest that performance of new independent representatives is maximized by linking high internal motivation with high organizational support. In contrast, the performance of established representatives is maximized by linking internal motivation with low organizational support.
Greg L. Stewart is an Associate Professor and Tippie Research Fellow at the University of Iowa. He received a B.S. from Brigham Young University and a Ph.D. from Arizona State University. Professor Stewart's areas of expertise include organizational behavior and human resource management. He has published numerous articles related to designing work teams and team leadership. He also conducts research related to organizational staffing, including an emphasis on understanding how employee personality traits affect performance. His research articles have appeared in leading academic journals including Journal of Applied Psychology, Personnel Psychology, Academy of Management Journal, Organization Science, Human Relations, and Human Resource Management Review. He currently serves on the editorial boards of Journal of Applied Psychology, Personnel Psychology, and Group Dynamics.
