A FIELD STUDY OF THE EFFECT OF MOTIVATION FACTORS ON PERFORMANCE OF THE SALESPERSON

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dc.authoridkiray, ibrahim/0000-0003-4329-2309
dc.contributor.authorEroglu, Umut
dc.contributor.authorKiray, Ibrahim
dc.coverage.doi10.1108/9781839096051
dc.date.accessioned2025-01-27T20:22:44Z
dc.date.available2025-01-27T20:22:44Z
dc.date.issued2020
dc.departmentÇanakkale Onsekiz Mart Üniversitesi
dc.description.abstractIntroduction: - Together with the increasing competition between businesses each day, the sales and marketing process of products and services have become increasingly difficult. For this reason, sales have become a marketing activity with an ever-growing importance to businesses. The performance of salespeople who undertake this challenge on behalf of the business is highly valuable for firms. Many researches have noted that there is a relationship between the performance of salesperson and motivation. The purpose of motivation in sales literature is to direct salespeople to exert more effort in reaching sales-oriented goals and aims. In order to ensure this, many businesses use various motivation tools/factors. Purpose - The aim of this study is to analyse the effect of motivation factors on performance of salesperson. Methodology - Quantitative research method was used in the study. A questionnaire was prepared with this aim in mind and administered to 315 employees working as salesperson in Canakkale and Bursa provinces. Findings - The findings from the analysis of the data show that the five dimensions namely satisfaction, image, relations, knowledge of product and service and advertisement related to motivation factors have a significant effect on the task performance of the salesperson.
dc.identifier.doi10.1108/S1569-375920200000104009
dc.identifier.endpage150
dc.identifier.isbn978-1-83909-604-4
dc.identifier.isbn978-1-83909-605-1
dc.identifier.issn1569-3759
dc.identifier.startpage135
dc.identifier.urihttps://doi.org/10.1108/S1569-375920200000104009
dc.identifier.urihttps://hdl.handle.net/20.500.12428/22013
dc.identifier.wosWOS:000844038200010
dc.identifier.wosqualityN/A
dc.indekslendigikaynakWeb of Science
dc.language.isoen
dc.publisherEmerald Group Publishing Ltd
dc.relation.ispartofContemporary Issues in Business, Economics and Finance
dc.relation.publicationcategoryKitap Bölümü - Uluslararası
dc.rightsinfo:eu-repo/semantics/closedAccess
dc.snmzKA_WoS_20250125
dc.subjectSales
dc.subjectsalesperson
dc.subjectmotivation
dc.subjectmotivation factors
dc.subjecttask performance
dc.subjectcontextual performance
dc.subjectknowledge of product and service
dc.subjectsatisfaction
dc.titleA FIELD STUDY OF THE EFFECT OF MOTIVATION FACTORS ON PERFORMANCE OF THE SALESPERSON
dc.typeBook Chapter

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