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Effects of Motivating to Sustain Commitment of the Sales Professionals

Author

Listed:
  • Sayanjit Guha

    (Faculty of Management, University of Warsaw, Poland)

Abstract

Motivation is an important tool which can have a signifi cant impact to improve the performance of employees in any organization and in the current competitive world, employees’ commitment is crucial in achieving the organizational goals. The current research is aimed at examining the role played by motivation in sustaining the commitment of sales professionals. Primary data has been collected among 100 sales professionals using the close-ended questionnaire. For the analysis purpose both descriptive and inferential analysis has been conducted. The fi ndings from the analysis show that most factors included in the model to measure the motivation show a signifi cant and positive impact. Similarly the coeffi cient for organizational support, psychological support and fi nancial support shows a positive and signifi cant impact. In examining the impact of increased motivation on employees’ commitment, the results were also statistically signifi cant and positive. On the basis of the fi ndings it can be concluded that the motivation has a signifi cant and positive impact on employees’ commitment so organizations should focus on motivating their employees; however, the method used for motivation can differ from one organization to another.

Suggested Citation

  • Sayanjit Guha, 2016. "Effects of Motivating to Sustain Commitment of the Sales Professionals," Journal of Marketing and Consumer Behaviour in Emerging Markets, University of Warsaw, Faculty of Management, vol. 2(4), pages 58-74.
    • Handle: RePEc:sgm:jmcbem:v:2:i:4:y:2016:p:58-74
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    References listed on IDEAS

    as
    1. Cibela NEAGU, 2014. "Non-Financial Motivation of Staff - Challenges and Solutions," Romanian Statistical Review Supplement, Romanian Statistical Review, vol. 62(4), pages 74-77, April.
    2. Murphy, William H., 2004. "In pursuit of short-term goals: anticipating the unintended consequences of using special incentives to motivate the sales force," Journal of Business Research, Elsevier, vol. 57(11), pages 1265-1275, November.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    motivation; employee commitment; sales professionals; organizational support; fi nancial support; psychological support;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • M19 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Other
    • M50 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - General
    • M54 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Management
    • M59 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Other

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