Managerial Power-Base Effects On Sales Person Intrinsic Motivation And Performance: A Conservation Of Resources View

Our research used conservation of resources (COR) as a theoretical lens to explore the relationships between managerial bases of power (reward, coercive, legitimate, referent, and expert) as objects and energy resources, sales person intrinsic motivation as a personal characteristic resource, and sales performance as a conditions resource. Conservation of resources (COR) as an underlying framework (Hobfall 1989) is a useful application here in that it is a general motivation theory that has applications to exchange based relationships found in the organizational setting.