TY - JOUR
T1 - On the effects of dispositional and situational variables on the motivation of industrial buyers
AU - Rosa, José Antonio
AU - Qualls, William J.
PY - 1996/9/20
Y1 - 1996/9/20
N2 - Using survey data from a sample of fleet purchasing managers, we explore the motivational process of industrial buyers. The results reveal direct and indirect links between self-esteem and both extrinsic and intrinsic motivation. The indirect effects of self-esteem on motivation come through industrial buyer responsiveness to leader behavior and formal authority. We explore the implications of integrating dispositional and situational factors in a single model of industrial buyer motivation, both for marketers who seek to better understand their customers and for purchasing managers.
AB - Using survey data from a sample of fleet purchasing managers, we explore the motivational process of industrial buyers. The results reveal direct and indirect links between self-esteem and both extrinsic and intrinsic motivation. The indirect effects of self-esteem on motivation come through industrial buyer responsiveness to leader behavior and formal authority. We explore the implications of integrating dispositional and situational factors in a single model of industrial buyer motivation, both for marketers who seek to better understand their customers and for purchasing managers.
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U2 - 10.1300/J033v03n01_02
DO - 10.1300/J033v03n01_02
M3 - Article
AN - SCOPUS:67650018554
SN - 1051-712X
VL - 3
SP - 5
EP - 32
JO - Journal of Business-to-Business Marketing
JF - Journal of Business-to-Business Marketing
IS - 1
ER -