Motivational factors in sales team management and their influence on individual performance

Authors

  • Teresa Santos Ferreira Institute Of Business Management

DOI:

https://doi.org/10.18089/

Keywords:

Intrinsic factors, extrinsic factors, motivation, performance, sales team.

Abstract

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.

Author Biography

  • Teresa Santos Ferreira, Institute Of Business Management
    Teresa Santos Ferreira, doutorada em Ciências Empresariais, direção de curso pós graduado no deartamento de Ciências Empresariais do Institute Of Business Management.

References

Alderfer, C.P. (1972). Existence, Relatedness, and Growth: Human Needs in Organizational Settings. New York: Free Press.

Almeida, M.C. (1996). Auditoria: Um Curso Moderno e Completo. 5ª Ed. São Paulo: Atlas.

Anderson, E. & Oliver, R.L. (1987). Perspectives on behavior-based versus outcome-based salesforce control systems, Journal of Marketing, 51(4), 76-88.

Babakus, E., David, W.C, Mark, J. & William, C. M. (1996). Examining the Role of Organizational Variables in The Salesperson Job Satisfaction Model. Journal of Personal Selling & Sales Management, 16(3), 33-46.

Behrman, D.N. & Perreault, W.D. Jr. (1982). Measuring the Performance of Industrial Salespersons. Journal of Business Research, 10, 355–369.

Chiavenato, I. (1999). Gestão de Pessoas – O novo papel dos recursos humanos nas organizações. Rio de Janeiro: Campus.

Churchill, G.A, Ford, N.M., Walker, O.C., Johnston, M.W. & Tanner, J.F. (2000). Sales Force Management: Planning, Implementation and Control. 6th Ed. Auckland: Irwin/MacGraw-Hill International Edition.

Churchill, G.A., Ford, N.M., Hartley, S.W. & Walker, C.O. (1985). The Determinants of salesperson performance. A meta-analysis. Journal of Marketing Research, 22, 103-118.

Cravens, D.W., Ingram, T.N., LaForge, R.W. & Young, C.E. (1993). Behavior-based and outcome based salesforce control systems. In J.P. Jaramillo & G.W. Marshall (2005). A MetaAnalysis of the Relationship Between Organizational Commitment and Salesperson Job Performance: 25 Years of Research. Journal of Business Research, 58, 705-714.

Cunha, M.P, Rego. A., Cunha, R.C. & Cardoso-Cabral, C. (2007). Manual de Comportamento Organizacional e Gestão. 6ª Ed. Lisboa: Editora RH.

Deci, E.L. & Ryan R.M. (1985). Intrinsic Motivations and self-determination in human behavior. New York: Plenum.

Hackman, J.R. & Oldham, G.R. (1976). Motivation through the design of work: Test of a theory. Organizational Behavior and Human Performance, 16(2), 250-279.

Herzberg, F. (1968). One more time: How do you motivate employees? Harvard Business Review, 40(1), 53-62.

Küster, I. & Canales, P. (2008). Some determinants of salesforce effectiveness. Team Performance Management, 14(7/8), 296-326.

Locke, E.A. & Latham, G.P. (1984). Goal setting: A motivational technique that works. Englewood Cliffs N.J: Prentice- Hall.

Marôco, J. (2010). Análise de Equações Estruturais: Fundamentos Teóricos, Software & Aplicações. Pero Pinheiro: ReportNumber, Lda.

Maslow, A.H. (1954). Motivation and personality. New York: Harper and Row.

McClelland, D.C. (1961). The Achieving Society. University of Illinois at Urbana-Champaign's Academy for Entrepreneurial Leadership Historical Research Reference in Entrepreneurship.

McGregor, D. (1960). The Human Side of Enterprise. New York: McGraw-Hill.

Oldham, G.R. & Hackman, J.R. (2010). Not what it was and not what it will be: The future of job design research. Journal of Organizational Behavior, 31(2-3), 463-479.

Piercy, N.F., Cravens, D.W., Lane, N. & Vorhies, D. (2006). Driving organizational citizenship behaviors and salesperson in-role behaviour performance: The role of management control and perceived organizational support. Journal of the Academy of Marketing Science, 34(2), 244-262.

Rodrigues, J.V., Guerra P.B. & Câmara P.B. (1997). Humanator. Lisboa: Publicações D. Quixote.

Rosa, L. (1994). Cultura empresarial: Motivação e Liderança. Lisboa: Editorial Presença.

Shapiro, B.P. (1988). The High Impact Salesforce – The Investment You Can’t Afford Not to Make. Boston: Harvard Business School.

Spiro, R.L., Rich, G.A. & Stanton, W.J. (2009). Gestão da Força de Vendas. New York: Editora McGraw-Hill.

Stanton, W.J. & Spiro, R. (2000). Administração de Vendas. Tradução Dalton Conde de Alencar. 10ª Ed. Rio de Janeiro: LTC – Livros Técnicos e Científicos Editora S.A.

Taylor, F.W. (1911). The Principles of Scientific Management. Harper & Row.

Vroom, V.H. (1964). Work and motivation. San Francisco, CA: Jossey-Bass.

Walker, O.C., Jr., Churchill, G.A.Jr. & Ford, N.M.F. (1977). Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research, 14(2), 156-68

Downloads

Published

31.01.2017

Issue

Section

Business/Management: Research Papers

How to Cite

Ferreira, T. S. (2017). Motivational factors in sales team management and their influence on individual performance. Tourism & Management Studies, 13(1), 60-65. https://doi.org/10.18089/