Contact us
 |
[email protected] |
 |
3275638434 |
 |
 |
| Paper Publishing WeChat |
Useful Links
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License
Article
Author(s)
Zainal Abu Zarim, Hafizah Omar Zaki, Nur Liyana Mohd Maridz
Full-Text PDF
XML 1268 Views
DOI:10.17265/2328-2185/2016.04.001
Affiliation(s)
Zainal Abu Zarim, Ph.D., Graduate School of Management, Multimedia University, Cyberjaya, Malaysia.
Hafizah Omar Zaki, researcher/MBA, Graduate School of Management, Multimedia University, Cyberjaya, Malaysia.
Nur Liyana Mohd Maridz, student/MBA, Graduate School of Management, Multimedia University, Cyberjaya, Malaysia.
ABSTRACT
The purpose of this study is to uncover factors of motivation among account executives in a telecommunication company after the improvement of sales commission plan program in year 2014. Factors of motivation, such as monetary reward, recognition, affiliation, job security, and work environment that influence account executives motivation have been highlighted. Quantitative method was used in this study with the help of questionnaire data collection. The questionnaires were distributed among one of the telecommunication company account executives. The study found that there are significant differences in motivation level between gender, age, year of service, salary, and workplace of account executives. Monetary reward, job security, and work environment were found as the significant drivers to motivate account executives. The study also found that improvement on public recognition and affiliation factors failed to bring positive impact towards account executives motivation. Consistently, the findings can conclude that there is a relationship between account executives and sales commission plan that can lead to increase in motivation. Despite the positive result, the study can suggest the company to improve its bottom-line where sales commission plan program needs further revision in accordance with account executives factors of motivation
KEYWORDS
motivation factors, sales commission plan, account executives, telecommunication company
Cite this paper
References
Analoui, F. (1999). What motivates senior managers? The case of Romania. Journal of Managerial Psychology, 15(4), 324-340.
Aronoff, J., & Wilson, J. P. (2014). Personality in the social process. New York: Psychology Press, Taylor & Francis Group.
Dawson, K. M., & Dawson, S. N. (1990). How to motivate your employees. HR Magazine, 35(4), 78-80.
Deci, E. L., & Ryan, R. M. (2008). Self-determination theory: A macrotheory of human motivation, development, and health. Canadian Psychology/Psychologie Canadienne, 49(3), 182.
Gellerman, S. W. (1992). Motivation in the real world. New York, NY: Penguin Group.
Heller, J., & Weisberg, J. (2014). Values in shock: The role of contrasting management, economic, and religious paradigms in the workplace (SSWOV—International Society for the Study of Work & Organizational Values, Louisiana State University Shreveport, LAUSA, p. 298).
Herzberg, F. (1966). Work and the nature of man. Cleveland, OH: World Publishing Company.
Koone, R. (1998). Are you getting the feedback you deserved? Training and Development, 52(7), 18-19.
Krejcie, R. V., & Morgan, D. W. (1970). Determining sample size for research activities. Educational and Psychological Measurement, 30, 607-610.
McShane, S., & Glinow, M. (2010). Organizational behavior: Emerging knowledge and practice for the real world (5th ed.). Boston: McGraw-Hill Irwin.
Mullen, P. (1993). Employee monetary systems: Past or future in employee motivation. Industrial Management-Chicago Then Atlanta, 35, 6.
Nunnally, J. C. (1978). Psychometric theory. New York: McGraw-Hill.
Osterloh, M., & Frey, B. S. (2000). Motivation, knowledge transfer, and organizational forms. Organization Science, 11(5), 538-550.
Pritchard, R. D. (1990). Measuring and improving organizational productivity: A practical guide. New York, NY: Praeger Publishers.
Shipley, C. J., & Kleiner, B. H. (2005). Compensation management of commissioned sales employees. Management Research News, 28(2/3), 2-10.
Singh, S. K., & Tiwari, V. (2012). Relationship between motivation and job satisfaction of the white collar employees: A case study. Library Philosophy and Practice, 9(2), 13.
Wang, D., Waldman, D. A., & Zhang, Z. (2014). A meta-analysis of shared leadership and team effectiveness. Journal of Applied Psychology, 99(2), 181.