ABSTRACT
Salespeople working for direct selling firms have varying reasons for taking on this selling job. Twenty-six possible job characteristics that define work motivations were studied, and were found to group into five work motivation patterns. Three of these patterns related significantly with a variety of work outcomes, such as organizational commitment, job satisfaction, performance, and turnover. Such information is usefiil to guide management in recruiting salespeople with high priority for those work motivations that relate to desirable work outcomes. Researchers may also benefit by including work motivations as a moderating variable in future studies of turnover and other work outcomes.
