Job meaningfulness in B2B salespeople: connecting salesforce control systems to B2B salesperson resilience and performance

Abstract

Despite extensive research on salesforce control systems, how supervisory approaches shape salesperson job meaningfulness remains underexplored. Grounded in Cognitive Evaluation Theory (CET), this research proposes and tests a model in which the three facets of salesforce control systems – outcome, activity, and capability control – differentially influence job meaningfulness, an intrinsic motivational construct, which in turn influences salesperson resilience and, through it, performance and turnover intention. Data from 307 B2B salespeople were analyzed using structural equation modeling. Results show that outcome and capability control positively influence job meaningfulness, while activity control exerts a negative effect. Job meaningfulness, in turn, positively predicts salesperson resilience, which subsequently enhances job performance and reduces turnover intention. These findings extend both the salesforce control system and job meaningfulness literature.