Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China

One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees' attitude surveys have been used frequently to ascertain what sparks and susta...

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Main Author:	Chao, Ma Deng
Format:	Thesis
Language:	eng eng
Published:	2011
Subjects:	HF5001-6182 Business
Online Access:	https://etd.uum.edu.my/2564/1/Ma_Deng_Chao.pdf https://etd.uum.edu.my/2564/2/1.Ma_Deng_Chao.pdf
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id	my-uum-etd.2564
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spelling	my-uum-etd.25642022-04-13T00:52:38Z Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China 2011 Chao, Ma Deng Ahmad, Fais College of Business (COB) College of Business HF5001-6182 Business One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees' attitude surveys have been used frequently to ascertain what sparks and sustains their desire to work harder. However, the motivation of the employees remained a complex puzzle since long (Wiley, 1997). It is generally accepted that motivated and committed sales force is one of the critical factors in the growth and profitability of the organizations. China's pharmaceutical sales organizations to such enterprises as, developing fast and profits high, it really needs to motivate employee. The purpose of this study, focus on a Second-tier city in China as the representative to determine the factors that influence pharmaceutical sales force motivation, used a sample of 199 participants among 23 pharmaceutical sales organizations in Chengdu. The study predicted three independent variables (payment, job security, and opportunities for advancement and development) though empirically investigated the relationship with motivation, and examined whether them effectively motivate pharmaceutical sales force. The finding showed that pay is not longer to severs motivate, based on Maslow's needs hierarchy theory , job security as the security needs and opportunities need for advancement and development still more motivating them, especially, the needs for advancement and development is highlights significant motivator. It suggest that the intermediate needs and higher level of needs are important to motivate sales force that should be considered. Consequently, the study results will help practitioners in creating a effective incentive system to fostering sales force motivation leading to higher productivity and overall performance. 2011 Thesis https://etd.uum.edu.my/2564/ https://etd.uum.edu.my/2564/1/Ma_Deng_Chao.pdf text eng public https://etd.uum.edu.my/2564/2/1.Ma_Deng_Chao.pdf text eng public masters masters Universiti Utara Malaysia
institution	Universiti Utara Malaysia
collection	UUM ETD
language	eng eng
advisor	Ahmad, Fais
topic	HF5001-6182 Business
spellingShingle	HF5001-6182 Business Chao, Ma Deng Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
description	One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees' attitude surveys have been used frequently to ascertain what sparks and sustains their desire to work harder. However, the motivation of the employees remained a complex puzzle since long (Wiley, 1997). It is generally accepted that motivated and committed sales force is one of the critical factors in the growth and profitability of the organizations. China's pharmaceutical sales organizations to such enterprises as, developing fast and profits high, it really needs to motivate employee. The purpose of this study, focus on a Second-tier city in China as the representative to determine the factors that influence pharmaceutical sales force motivation, used a sample of 199 participants among 23 pharmaceutical sales organizations in Chengdu. The study predicted three independent variables (payment, job security, and opportunities for advancement and development) though empirically investigated the relationship with motivation, and examined whether them effectively motivate pharmaceutical sales force. The finding showed that pay is not longer to severs motivate, based on Maslow's needs hierarchy theory , job security as the security needs and opportunities need for advancement and development still more motivating them, especially, the needs for advancement and development is highlights significant motivator. It suggest that the intermediate needs and higher level of needs are important to motivate sales force that should be considered. Consequently, the study results will help practitioners in creating a effective incentive system to fostering sales force motivation leading to higher productivity and overall performance.
format	Thesis
qualification_name	masters
qualification_level	Master's degree
author	Chao, Ma Deng
author_facet	Chao, Ma Deng
author_sort	Chao, Ma Deng
title	Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
title_short	Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
title_full	Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
title_fullStr	Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
title_full_unstemmed	Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China
title_sort	factors that influence sales force motivation: a study for pharmaceutical industry of chengdu in china
granting_institution	Universiti Utara Malaysia
granting_department	College of Business (COB)
publishDate	2011
url	https://etd.uum.edu.my/2564/1/Ma_Deng_Chao.pdf https://etd.uum.edu.my/2564/2/1.Ma_Deng_Chao.pdf
_version_	1747827375720103936

Factors That Influence Sales Force Motivation: A Study for Pharmaceutical Industry of Chengdu in China

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