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

Detalhes bibliográficos
Autor(a) principal: Ferreira, Teresa Santos
Data de Publicação: 2024
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: https://tmstudies.net/index.php/ectms/article/view/964
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 team.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.University of Algarve2024-01-08info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://tmstudies.net/index.php/ectms/article/view/964Revista Encontros Científicos - Tourism & Management Studies; v. 13 n. 1 (2017); 60-65Tourism & Management Studies; Vol. 13 N.º 1 (2017); 60-65Tourism & Management Studies; Vol. 13 No. 1 (2017); 60-65Revista Encontros Científicos - Tourism & Management Studies; Vol. 13 Núm. 1 (2017); 60-652182-8466reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAPenghttps://tmstudies.net/index.php/ectms/article/view/964https://tmstudies.net/index.php/ectms/article/view/964/pdf_45Copyright (c) 2017 Tourism & Management Studiesinfo:eu-repo/semantics/openAccessFerreira, Teresa Santos2024-01-10T10:35:25Zoai:ojs.pkp.sfu.ca:article/964Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T00:56:26.134561Repositório 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 2024
dc.date.none.fl_str_mv 2024-01-08
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 https://tmstudies.net/index.php/ectms/article/view/964
url https://tmstudies.net/index.php/ectms/article/view/964
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv https://tmstudies.net/index.php/ectms/article/view/964
https://tmstudies.net/index.php/ectms/article/view/964/pdf_45
dc.rights.driver.fl_str_mv Copyright (c) 2017 Tourism & Management Studies
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2017 Tourism & Management Studies
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv University of Algarve
publisher.none.fl_str_mv University of Algarve
dc.source.none.fl_str_mv Revista Encontros Científicos - Tourism & Management Studies; v. 13 n. 1 (2017); 60-65
Tourism & Management Studies; Vol. 13 N.º 1 (2017); 60-65
Tourism & Management Studies; Vol. 13 No. 1 (2017); 60-65
Revista Encontros Científicos - Tourism & Management Studies; Vol. 13 Núm. 1 (2017); 60-65
2182-8466
reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron_str RCAAP
institution RCAAP
reponame_str Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
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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