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...
Saved in:
| Main Author: | |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
University of Algarve, ESGHT/CINTURS
2016-01-01
|
| Series: | Tourism & Management Studies |
| Subjects: | |
| Online Access: | https://tmstudies.net/index.php/ectms/article/view/964/pdf_45 |
| Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
| _version_ | 1832569953424769024 |
|---|---|
| author | Teresa Santos Ferreira |
| author_facet | Teresa Santos Ferreira |
| author_sort | Teresa Santos Ferreira |
| collection | DOAJ |
| description | 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 |
| format | Article |
| id | doaj-art-b356628134554ed8bf0518ecd6fccfad |
| institution | Kabale University |
| issn | 2182-8466 |
| language | English |
| publishDate | 2016-01-01 |
| publisher | University of Algarve, ESGHT/CINTURS |
| record_format | Article |
| series | Tourism & Management Studies |
| spelling | doaj-art-b356628134554ed8bf0518ecd6fccfad2025-02-02T18:47:01ZengUniversity of Algarve, ESGHT/CINTURSTourism & Management Studies2182-84662016-01-01131606510.18089/tms.2017.13108Motivational factors in sales team management and their influence on individual performanceTeresa Santos Ferreira0Institute of Business Management, Rua Eng. Ferreira Dias, 728, 4100-246 Porto, PortugalThis 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, respectivelyhttps://tmstudies.net/index.php/ectms/article/view/964/pdf_45intrinsic factorsextrinsic factorsmotivationperformancesales team |
| spellingShingle | Teresa Santos Ferreira Motivational factors in sales team management and their influence on individual performance Tourism & Management Studies intrinsic factors extrinsic factors motivation performance sales team |
| title | Motivational factors in sales team management and their influence on individual performance |
| title_full | Motivational factors in sales team management and their influence on individual performance |
| title_fullStr | Motivational factors in sales team management and their influence on individual performance |
| title_full_unstemmed | Motivational factors in sales team management and their influence on individual performance |
| title_short | Motivational factors in sales team management and their influence on individual performance |
| title_sort | motivational factors in sales team management and their influence on individual performance |
| topic | intrinsic factors extrinsic factors motivation performance sales team |
| url | https://tmstudies.net/index.php/ectms/article/view/964/pdf_45 |
| work_keys_str_mv | AT teresasantosferreira motivationalfactorsinsalesteammanagementandtheirinfluenceonindividualperformance |