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The role of personality and motivation on key account manager job performance

Research output: Contribution to journalArticleScientificpeer-review


Original languageEnglish
JournalIndustrial Marketing Management
Publication statusE-pub ahead of print - 2018
Publication typeA1 Journal article-refereed


Key account management (KAM) has strengthened its relevance as a managerial process in business-to-business (B2B) markets. In many companies, the success of KAM initiatives often rely on individual-level achievement, that is, the performance of key account managers. Despite the relevance of research on individual-level KAM, these topics are largely neglected. This research addresses the problem by developing and testing a structural equation model of personality, motivation, and key account manager job performance. Our results show that two motivational constructs—learning orientation and performance orientation—play major roles in key account manager job performance. In addition, relationships between personality traits and motivational constructs are observed: Extraversion, agreeableness, conscientiousness, and emotional stability are found to have significant relationships to motivational constructs. Two of the personality traits, extraversion and conscientiousness are linked to both learning orientation and performance orientation. We discuss theoretical and managerial implications of our findings and finally provide future research directions.

ASJC Scopus subject areas


  • Job performance, Key account management, Motivation, Personality

Publication forum classification

Field of science, Statistics Finland