Motivational factors in sales team management and their influence on individual performance
This study analysed the intrinsic and extrinsic motivational factors of sales teams and these factors’ influence on team members’ performance in a pharmaceutical industry context. A quantitative survey was conducted by distributing a questionnaire to a sample of 326 salespeople working in Portug...
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| Main Author: | |
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| Format: | Article |
| Language: | English |
| Published: |
University of Algarve, ESGHT/CINTURS
2016-01-01
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| Series: | Tourism & Management Studies |
| Subjects: | |
| Online Access: | https://tmstudies.net/index.php/ectms/article/view/964/pdf_45 |
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| Summary: | This study analysed the intrinsic and extrinsic motivational factors of sales
teams and these factors’ influence on team members’ performance in a
pharmaceutical industry context. A quantitative survey was conducted by
distributing a questionnaire to a sample of 326 salespeople working in
Portugal. The data were analysed using two statistical approaches:
descriptive analysis of the variables and structural equation analysis. The
results show that the intrinsic factors that best explain sales teams’
motivation are ‘personal goals’ and ‘skills acquired’. Extrinsic factors that
best explain motivation in this context are ‘transparency and loyalty in
interactions with bosses’ and ‘trust in the company’. ‘Participation in the
growth of the company’s business’ and ‘attitude’ are the factors that most
influence team performance in terms of results and behaviour,
respectively |
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| ISSN: | 2182-8466 |