Motivational factors in sales team management and their influence on individual performance

Detalhes bibliográficos
Autor(a) principal: Ferreira,Teresa Santos
Data de Publicação: 2017
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008
Resumo: This study analysed the intrinsic and extrinsic motivational factors of sales teams and these factors' influence on team members' performance in a pharmaceutical industry context. A quantitative survey was conducted by distributing a questionnaire to a sample of 326 salespeople working in Portugal. The data were analysed using two statistical approaches: descriptive analysis of the variables and structural equation analysis. The results show that the intrinsic factors that best explain sales teams' motivation are ‘personal goals' and ‘skills acquired'. Extrinsic factors that best explain motivation in this context are ‘transparency and loyalty in interactions with bosses' and ‘trust in the company'. ‘Participation in the growth of the company's business' and ‘attitude' are the factors that most influence team performance in terms of results and behaviour, respectively
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spelling Motivational factors in sales team management and their influence on individual performanceIntrinsic factorsextrinsic factorsmotivationperformancesales teamThis study analysed the intrinsic and extrinsic motivational factors of sales teams and these factors' influence on team members' performance in a pharmaceutical industry context. A quantitative survey was conducted by distributing a questionnaire to a sample of 326 salespeople working in Portugal. The data were analysed using two statistical approaches: descriptive analysis of the variables and structural equation analysis. The results show that the intrinsic factors that best explain sales teams' motivation are ‘personal goals' and ‘skills acquired'. Extrinsic factors that best explain motivation in this context are ‘transparency and loyalty in interactions with bosses' and ‘trust in the company'. ‘Participation in the growth of the company's business' and ‘attitude' are the factors that most influence team performance in terms of results and behaviour, respectivelyEscola Superior de Gestão, Hotelaria e Turismo da Universidade do Algarve2017-03-01info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articletext/htmlhttp://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008Tourism & Management Studies v.13 n.1 2017reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAPenghttp://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008Ferreira,Teresa Santosinfo:eu-repo/semantics/openAccess2024-02-06T17:29:08Zoai:scielo:S2182-84582017000100008Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T02:33:11.949489Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Motivational factors in sales team management and their influence on individual performance
title Motivational factors in sales team management and their influence on individual performance
spellingShingle Motivational factors in sales team management and their influence on individual performance
Ferreira,Teresa Santos
Intrinsic factors
extrinsic factors
motivation
performance
sales team
title_short Motivational factors in sales team management and their influence on individual performance
title_full Motivational factors in sales team management and their influence on individual performance
title_fullStr Motivational factors in sales team management and their influence on individual performance
title_full_unstemmed Motivational factors in sales team management and their influence on individual performance
title_sort Motivational factors in sales team management and their influence on individual performance
author Ferreira,Teresa Santos
author_facet Ferreira,Teresa Santos
author_role author
dc.contributor.author.fl_str_mv Ferreira,Teresa Santos
dc.subject.por.fl_str_mv Intrinsic factors
extrinsic factors
motivation
performance
sales team
topic Intrinsic factors
extrinsic factors
motivation
performance
sales team
description This study analysed the intrinsic and extrinsic motivational factors of sales teams and these factors' influence on team members' performance in a pharmaceutical industry context. A quantitative survey was conducted by distributing a questionnaire to a sample of 326 salespeople working in Portugal. The data were analysed using two statistical approaches: descriptive analysis of the variables and structural equation analysis. The results show that the intrinsic factors that best explain sales teams' motivation are ‘personal goals' and ‘skills acquired'. Extrinsic factors that best explain motivation in this context are ‘transparency and loyalty in interactions with bosses' and ‘trust in the company'. ‘Participation in the growth of the company's business' and ‘attitude' are the factors that most influence team performance in terms of results and behaviour, respectively
publishDate 2017
dc.date.none.fl_str_mv 2017-03-01
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008
url http://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv http://scielo.pt/scielo.php?script=sci_arttext&pid=S2182-84582017000100008
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv text/html
dc.publisher.none.fl_str_mv Escola Superior de Gestão, Hotelaria e Turismo da Universidade do Algarve
publisher.none.fl_str_mv Escola Superior de Gestão, Hotelaria e Turismo da Universidade do Algarve
dc.source.none.fl_str_mv Tourism & Management Studies v.13 n.1 2017
reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
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repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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