Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model

Abstract

This study integrates identification and motivation theory to show the relationship between a salesperson’s perceived personal identification with his/her supervisor, intrinsic and extrinsic motivation, and three sales outcomes (turnover intention, outcome performance, and behavioral performance). The study results find support in nine of ten hypotheses including the notion that both intrinsic and extrinsic motivation are important mediators of the linkage between a salesperson’s perceived personal identification with their supervisor and turnover intention as well as performance. This study serves to bridge a gap in the identification literature by focusing on perceived personal identification in the salesforce domain, as well as answering the call for more research on influences of salesperson work engagement (motivation) and drivers of sales performance.