Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling

Abstract This paper addresses nascent entrepreneurs’ intention-action gap by examining the predictive and the moderating role of different types of motivations. We draw on the theory of planned behavior and on action theory to explain the entrepreneurial action of 205 student nascent entrepreneurs operating in academic incubators within the French higher education system. Our results demonstrate an indirect influence of extrinsic and intrinsic motivation on entrepreneurial action. When referring to motivation as moderating the relationship between intention and action, we show that mid-levels of extrinsic and intrinsic motivation reinforce the positive association between nascent entrepreneurs’ intentions and actions. Our study demonstrates the importance of distinguishing between motivational and volitional phases of the entrepreneurial process, and provides new insights for academic institutions seeking to incubate businesses created by student nascent entrepreneurs.

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The Influence of Hotel Employees’ Perception of CSR on Organizational Commitment: The Moderating Role of Job Level

Sustainability ◽

10.3390/su132212625 ◽

2021 ◽

Vol 13 (22) ◽

pp. 12625

Author(s):

Kum-Sik Oh ◽

Juyeon Rachel Han ◽

So Ra Park

Keyword(s):

Organizational Commitment ◽

Intrinsic Motivation ◽

Online Survey ◽

Mediating Effect ◽

Analysis Tool ◽

Job Level ◽

Hotel Employees ◽

The Relationship ◽

Moderating Role

This study attempts to investigate the relationships among Korean hotel employees’ perception of Corporate Social Responsibility (CSR), their intrinsic motivations, and their organizational commitment (OC). The mediating effect of intrinsic motivation on the relationship between employees’ perception of customer- and employee-related CSR and OC is explored, and the moderating role of job level on the relationship between CSR perceptions and intrinsic motivation is tested. The data were collected via online survey, and the Hayes’ Process macro was used as an analysis tool. We found that (1) both types of CSR perceptions are important in creating intrinsic motivation and OC, (2) intrinsic motivation enhances OC, and (3) job level moderates the link between employee CSR perceptions and intrinsic motivation positively. Interestingly, we found that when customer-related CSR or employee-related CSR is high, the level of intrinsic motivation will significantly differ between managerial and non-managerial employees. This study’s results will contribute to the current literature on CSR, and will aid human resources departments that are considering CSR practices as a means to enhancing employee intrinsic motivation and OC.

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The effects of intrinsic and extrinsic motivation on students learning effectiveness. Exploring the moderating role of gender

International Journal of Educational Management ◽

10.1108/ijem-03-2019-0099 ◽

2019 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Maria Cristina Zaccone ◽

Matteo Pedrini

Keyword(s):

Intrinsic Motivation ◽

Extrinsic Motivation ◽

Learning Effectiveness ◽

Data Set ◽

Content Type ◽

Negative Effect ◽

Motivation And Learning ◽

The Relationship ◽

Moderating Role

Purpose The purpose of this paper is to investigate the relationship between individual motivation – both intrinsic and extrinsic – and learning effectiveness; moreover, this paper also investigates whether this relationship is moderated by gender. Design/methodology/approach A quasi-experimental study was conducted. The research measured intrinsic motivation, extrinsic motivation and learning effectiveness among 1,491 students attending a course-work in informatics and computer basics in three different contexts: Burundi, Morocco and India. Findings Findings suggest that intrinsic motivation has a positive effect on learning effectiveness, while extrinsic motivation has a negative effect on learning effectiveness. It also shows that gender has a moderating role. Originality/value This research offers interesting contributions to the extant literature: first, it is the first to consider the moderating role of gender in the relationship between students’ motivation and learning effectiveness; second, it proposes the analysis of a rather broad data set with 1,491 students, thus providing strong empirical research based on a consistent data set.

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Influence of Prosocial Motivation on Employee Creativity: The Moderating Role of Regulatory Focus and the Mediating Role of Knowledge Sharing

Frontiers in Psychology ◽

10.3389/fpsyg.2021.704630 ◽

2021 ◽

Vol 12 ◽

Author(s):

Xizhou Tian ◽

Xiqiang Peng ◽

Xiaoping Peng

Keyword(s):

Intrinsic Motivation ◽

Knowledge Sharing ◽

Regulatory Focus ◽

Bootstrap Method ◽

Information Processing Model ◽

Mediating Role ◽

Prosocial Motivation ◽

The Relationship ◽

Moderating Role

Stimulating and improving the creativity of employees are both theoretically and practically important. The relationship between prosocial motivation and creativity has gradually gained attention in recent years; however, in the context of controlling for intrinsic motivation, the influence process and results between the two are not yet clear. Based on the motivated information processing model, componential theory of creativity, and regulatory focus theory, this study analyzed the mediating role of knowledge sharing and the moderating role of regulatory focus in the relationship between prosocial motivation and the creativity of employees. For this, we used the PROCESS program and the bootstrap method to test the theoretical hypotheses. Consequently, a survey of 320 Chinese employees revealed that, under the condition of controlling for intrinsic motivation, the prosocial motivation of employees was positively related to creativity and partially mediated by knowledge sharing. Furthermore, regulatory focus negatively moderated the correlation between prosocial motivation and knowledge sharing. Specifically, we found that the higher the prevention focus was, the weaker the effect prosocial motivation had on knowledge sharing. Contrary to the hypothesis, promotion focus also played a negative moderating role. Thus, the results revealed the mechanism and boundary conditions of prosocial motivation on creativity. This study expands the research on prosocial motivation and provides guidance on how managers can enhance the creativity of their employees.

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Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior

Asian Journal of Economics Business and Accounting ◽

10.9734/ajeba/2020/v15i130205 ◽

2020 ◽

pp. 22-34

Author(s):

Bilal Ahmad ◽

Muhammad Imad ud Din Akbar

Keyword(s):

Salesperson Performance ◽

Adaptive Selling ◽

Role Behavior ◽

Sales Team ◽

Managerial Implications ◽

Adaptive Selling Behavior ◽

And Performance ◽

The Relationship ◽

Moderating Role

The salespersons are considered as one of the important sources while interacting between the company and its prospective customers. The purpose is to develop and test the model that involves salespersons performance in the pharmaceutical sector of Pakistan. Specifically, the study demonstrates the effects of salesperson creativity, adaptive selling behaviour, selling experience and customer directed extra-role behavior on salesperson performance. Adaptive selling behaviour has been taken as a mediator in this study. Individual salespersons in different pharmaceutical companies are the population of this study. Total 500 questionnaires were distributed among the salespersons, 367 useful responses were analyzed through structural education modeling (SEM). The results revealed that salesperson creativity has a positive and significant impact on adaptive selling behavior and performance. Furthermore, salespersons experience has significant impact on salesperson’s performance. Moreover, the adaptive selling behavior has positive and significant impact on salesperson’s performance. The research finding shows that the moderating role is stronger on the relationship among creativity, adaptive selling behaviour and salesperson performance but it is weaker on the relationship between salesperson experience and salesperson performance. This study is helpful to understand some indicators that could be highly influential on salesperson’s performance. The findings of this paper have some managerial implications for improvising sales team performance.

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How does servant leadership influence employees' service innovative behavior? The roles of intrinsic motivation and identification with the leader

Baltic Journal of Management ◽

10.1108/bjm-09-2019-0335 ◽

2020 ◽

Vol 15 (4) ◽

pp. 571-586 ◽

Cited By ~ 1

Author(s):

Weilin Su ◽

Bei Lyu ◽

Hui Chen ◽

Yanzi Zhang

Keyword(s):

Servant Leadership ◽

Intrinsic Motivation ◽

High Tech ◽

Innovative Behavior ◽

Content Type ◽

Mediating Role ◽

The Relationship ◽

Moderating Role ◽

Innovative Behaviors

PurposeWith the rapid development of the service industry, service innovation has gradually become a hot topic in business today. How to further improve employees' service innovative behaviors has become critical to organizations' survival and success. Servant leadership, as a leadership style characterized by serving others, is closely related to employees' service innovative behaviors. Therefore, the purpose of this study is to develop a theoretical framework to examine the influence of servant leadership on employees' service innovative behavior, the mediating role of intrinsic motivation and the moderating role of identification with the leader.Design/methodology/approachTo test the theoretical model, a multi-time survey method was used to collect data from 381employees from a large high-tech company in Mainland China.FindingsThe results confirm that servant leadership can promote employees' service innovative behavior and intrinsic motivation. Meanwhile, employees' intrinsic motivation partly mediates the influence of servant leadership on their service innovative behavior. Moreover, this mediating relationship is conditional on the moderating role of individual identification with the leader in the path from servant leadership to individual intrinsic motivation.Research limitations/implicationsThe key limitation of this study lies in the representativeness of sample data, which is the convenience of non-probability sampling and self-reported data only from a large high-tech company in China.Practical implicationsThis study not only further verified a promotion factor of individual service innovative behavior from the perspective of leader influence, but also enriched the understanding of the positive influence of servant leadership on employees.Originality/valueThis study is the first to examine the relationships among servant leadership, employees' intrinsic motivation, identification with the leader and service innovative behavior. The results may help to open the “black box” of the relationship between servant leadership and employees' service innovative behavior by introducing their intrinsic motivation. The conclusions also indicate employees' identification with the leader is an important boundary condition among their relationships. Particularly, it not only moderates the relationship between servant leadership and intrinsic motivation, but also moderates the mediating role of intrinsic motivation.

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