Global Journal of Business Management ISSN 6731-4538 Vol. 2 (5), pp. 001-006, May, 2008. © International Scholars Journals
Full Length Research Paper
Enhancing motivation and work performance of the salespeople: The impact of supervisors’ behavior
Mohammed S. Chowdhury
Department of Business and Accounting, School of Career and Applied Studies, Touro College, NY 27-33 West 23rd Street, NY, NY 10010. E-mail: [email protected]. Phone: 347-426-5367.
Accepted 22 November, 2007
Abstract
This study examined the importance of authoritarian and positive achievement motivation behavior of the supervisors in enhancing salespeople’s motivation and work performance. Survey data were collected from all 105 sales employees in two retail organizations. Supervisors’ ratings were collected on all 105 of the salespersons. All hypotheses were tested using regression analysis and Pearson correlations controlling for background variables of gender, marital status, and ethnicity. The findings indicated that to the extent that supervisors engaged in positive motivational behaviors, salespersons’ intrinsic motivations were increased, which, in turn, increased their performance. Implications and a number of recommendations are discussed.
Key words: Authoritarian behavior, positive achievement motivation behavior, intrinsic motivation, extrinsic motivation, and work performance.
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