On the effects of dispositional and situational variables on the motivation of industrial buyers

José Antonio Rosa, William J. Qualls

Research output: Contribution to journalArticlepeer-review

Abstract

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.

Original languageEnglish (US)
Pages (from-to)5-32
Number of pages28
JournalJournal of Business-to-Business Marketing
Volume3
Issue number1
DOIs
StatePublished - Sep 20 1996

ASJC Scopus subject areas

  • Management Information Systems
  • Marketing

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