Sales Managers’ Motivation to Coach Salespeople: An Exploration Using Expectancy Theory

International Journal of Evidence Based Coaching and Mentoring, Vol. 8 No. 1, February 2010

17 Pages Posted: 26 Mar 2014

See all articles by Claudio Pousa

Claudio Pousa

Lakehead University

Anne Mathieu

Université de Sherbrooke - Faculty of Administration

Date Written: February 2010

Abstract

Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours: ‘coaching’ or ‘directive’ behaviour. As companies can be interested in promoting coaching in order to develop their human resources, they can find useful to understand which factors affect sales managers’ motivation to coach rather than to “direct”. Building on Vroom’s Expectancy Theory, we develop a theoretical model exploring sales managers’ motivation to show a coaching behaviour. Organizational implications are drawn from the model.

Keywords: Sales coaching, Sales Managers, Motivation, Expectancy Theory

Suggested Citation

Pousa, Claudio and Mathieu, Anne, Sales Managers’ Motivation to Coach Salespeople: An Exploration Using Expectancy Theory (February 2010). International Journal of Evidence Based Coaching and Mentoring, Vol. 8 No. 1, February 2010, Available at SSRN: https://ssrn.com/abstract=2414138

Claudio Pousa (Contact Author)

Lakehead University ( email )

955 Oliver Road
955 Oliver Road
Thunder Bay, Ontario P7B 5E1
Canada

Anne Mathieu

Université de Sherbrooke - Faculty of Administration ( email )

Sherbrooke, Québec J1K 2R1
Canada

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