Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/311484 
Authors: 
Year of Publication: 
2016
Citation: 
[Journal:] Journal of Marketing and Consumer Behaviour in Emerging Markets (JMCBEM) [ISSN:] 2449-6634 [Issue:] 2 [Year:] 2016 [Pages:] 58-74
Publisher: 
University of Warsaw, Faculty of Management, Warsaw
Abstract: 
Motivation is an important tool which can have a significant 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 findings from the analysis show that most factors included in the model to measure the motivation show a signifi cant and positive impact. Similarly the coefficient for organizational support, psychological support and financial support shows a positive and significant impact. In examining the impact of increased motivation on employees' commitment, the results were also statistically significant and positive. On the basis of the findings it can be concluded that the motivation has a significant 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.
Subjects: 
motivation
employee commitment
sales professionals
organizational support
financial support
psychological support
JEL: 
M10
M12
M14
M19
M50
M54
M59
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by-nc-nd Logo
Document Type: 
Article

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