Drivers of Salesperson engagement and performance
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Stéphane THION
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Drivers of Salesperson engagement and performance
In 1999, Deci, Ryan and Koestner meta-analysis of 128 studies on children and college students examined the effects of extrinsic rewards on intrinsic motivation. The results of this study confirmed that tangible and expected rewards significantly undermined intrinsic motivation. In other words, tangible rewards have a significant and negative effect on intrinsic motivation for interesting…