Work

Enhancing motivation and work performance of the salespeople: the impact of supervisors behavior

Year: 2007

Type: article

Abstract: This study examined the importance of authoritarian and positive achievement motivation behavior of the supervisors in enhancing salespeople’s motivation and work performance. Survey data were collected from all 105 sales employees in two retail organizations. Supervisors’ ratings were collected on all 105 of the salespersons. All hypotheses were tested using regression analysis and Pearson correlations controlling for background variables of gender, marital status, and ethnicity. The findings indicated that to the extent that supervisors engaged in positive motivational behaviors, salespersons’ intrinsic motivations were increased, which, in turn, increased their performance. Implications and a number of recommendations are discussed.

Source: Global Journal of Business Management

DOI: 10.5897/ajbm.9000259

Author: Mohammed S. Chowdhury

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

SDG: Decent work and economic growth

Open Access status: diamond

OpenAlex ID: W2123979959

FWCI:

Cites: 27

Cited by: 32

Related to: 10