Behavioral antecedents to intrinsic motivation in capital equipment exchange relationships

A study utilizes cognitive evaluation theory to assess interorganizational relationships. Sales personnel's influence strategies and opportunistic behaviors are cast as antecedent to purchasers' intrinsic motivation for the exchange. Influence strategies are classified based upon whether sanctions (mediated influence) or information (non-mediated influence) are employed to gain compliance. Some 94 mainframe computer users reported on their working relationships with multiple marketing personnel. The results suggest that non-mediated influence raises intrinsic motivation, while mediated influence and opportunism have a negative impact on motivation.