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Personnel
Objectives
Define motivation;
Belongingness needs
Security needs
Physiological needs
Physiological needs (e.g., basic salary); security needs (e.g., pension plan); belongingness
needs (e.g., friends in work group); esteem needs (e.g., job title); self actualisation needs
(e.g., challenging job).
Motivational theories addressing the issue:
“what motivates salespeople”
wo Factor Theory
ERG Theory
Existence (E) Relatedness (R) and Growth (G) needs are
structured in a hierarchical order. The theory postulates
that:
Equity Theory
Expectancy Theory
Attribution Theory
Taxonomy of causes:
The theory starts from the point that a salesperson has determined to
engage in an activity and argues that a person’s inclination to act in
a particular way is influenced by the:
Goal difficulty and goal specificity are two important aspects that
shape performance.
Motivational theories offering alternative explanations
Reinforcement Theory
Need for respect (e.g., need to be seen as experts who can give advice)
Need for routine (e.g., need to follow a routine that must not be interrupted)
Need for stimulation (e.g., need to seek outside stimulation and challenges)
otivational tools
Job satisfaction refers to all characteristics of the job itself and the
work environment which salespeople find rewarding, fulfilling, and
satisfying.