A Closer Look at Feedback, Self-Efficacy, and Intrinsic Motivation in the Sales Industry

This research examines how different types of feedback information (i.e., capability versus outcome performance) interact to influence self-efficacy and intrinsic motivation among salespeople. Data from 141 sales professionals in three midwestern states across multiple industry sectors were tested in a mediated-moderation regression model. Consistent with predictions, the results indicate that outcome performance feedback moderates the effect of capability feedback on salesperson self-efficacy, and self-efficacy fully mediates the relationship between capability feedback and intrinsic motivation. This research empirically validates the collective impact of outcome and capability feedback on salesperson self-efficacy and intrinsic motivation. Used correctly, feedback is a free and powerful tool that managers can wield to improve their sales staff and the organization’s bottom line.