Salespeople Motivation: A Systematic Review and Nomological Network.

This article systematically reviews empirical work on the antecedents and outcomes of salespeople motivation. Based on a review of the 43 articles on salespeople motivation spanning the last four decades (1977-2022), a framework that integrates findings from empirical work is developed, and a future research agenda is presented. We highlight opportunities for empirical and theoretical advancement of the field, calling on researchers to draw on theories such as the job-demand resource theory, social identity theory, social exchange theory, social network theory to understand how salespeople motivation; develops and influences individuals' performance, attitudes and behaviors, impacts on organization and shapes consumer behavior. Further, we call on researchers to improve the research designs they adopt, adopt multi-level approaches to understand how salespeople motivation develops, undertake more work on the effects of well-being interventions and burnout on salespeoples' attitudes and behaviour, and examine the effects of culture. [ABSTRACT FROM AUTHOR]