Intrinsic And Extrinsic Motivation In The Sales Force

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Recommended: Managerial implications of theories of motivation

怀怀e precise, motivation is the process that produces goal directed behavior in an individual. It helps to generate the desired behavior to attain the organizational goals. Generally, motivation consists of three elements. They are needs, drive and goal. It is very important for an organization to run smoothly with an active and effective role of sales force. Therefore, to achieve the goals of the organization, it is needed that the sales force is highly motivated. Sales managers can motivate the sales force by considering any of the motivation theories, mainly, Maslow’s hierarchy of need, Herzberg’s two-factor theory, goal setting theory and expectancy theory. Maslow’s hierarchy of needs classifies the need of an individual into five main …show more content…

Before we proceed into the results of motivation it is important to define intrinsic and extrinsic motivation. Intrinsic and Extrinsic motivation plays an important role in influencing performance. It is highly valued that salespeople consider intrinsic and extrinsic rewards in organizational setting. The intrinsic motivation has been an ongoing topic in the field of sales management for a very long period of time and there have been three separate research streams dealing with intrinsic and extrinsic motivation of sales people (Pullins, …show more content…

As we know that salespeople would like to work smarter and be more adaptive in the selling approach. Each of these features of intrinsic motivation would be important in the buyer- seller relationship building process (Pullins, 2001).
There has been much discussion and written over the past 50 years about the determinants of salespeople’s performance. Churchill, Ford, Hartley and Walker study (as cited in Koh, Gammoh & Okoraofo, 2011) have conducted a search of the published and unpublished literature on sales management. Finally, the Findings concluded that the major determinants of sales person performance are:
(1) Role variables, (2) Skill, (3) motivation, (4) personal factors, (5) aptitude and (6) organizational environmental factors.
There was a study done to investigate the impact of selected antecedents on the sales force motivation in the insurance industry in Singapore and the focus was mainly on the three factors. They are as: (1) cultural values, (2) personal variables and (3) organizational work setting. The following section provides the framework and how the variables were used in the study (Koh, Gammoh and Okoroafo,

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