A Validation study of the Negative Motivation Scale as an antecedent of Sales Performance

Abstract: Sales activities are integral part to generating revenue for all organisations and are facilitated by personnel involvement of salespeople. The sales process involves the exchange of products and ownership between the buyers and sellers. Salespeople are required to perform effectively in various contexts. The performance of salespeople is sometimes influenced by motivation. Motivation is characterised as behaviour directed towards achieving specific goals, such as sales people striving to meet their sales targets. In contrast, negative motivation pertains to the adverse outcomes that individuals encounter when they fail to complete tasks or achieve their objectives. Both forms of motivation influence the behaviour and performance of sales people, thereby affecting the organisation’s revenue. This study investigated the validation of negative motivation scale that might influence the performance of salespeople. The findings indicate that the negative motivation scale does not significantly affect salespeople’s work.