Abstract
The variables impacting marketers motivation to work smarter are examined. These influencing variables are the managers venturesomeness, job challenge, effort and skill results, as well as selfesteem. The model is empirically tested using 273 responses to a questionnaire distributed to marketers using a purchased, national mailing list. The empirical tests were done using a structural equations approach and maximum likelihood estimation. The results indicate that the motivation to work smarter is directly and positively impacted by the managers job challenge, effort and skill results, and venturesomeness. The managers selfesteem has positive, indirect impacts on the motivation to work smarter through each of the managers venturesomeness, effort and skill results, and job challenge. Based on these results, recommendations on how marketers can be encouraged to work smarter are made.