Académique Documents
Professionnel Documents
Culture Documents
What is motivation?
Motivation is the inner force that guides behavior and is
concerned with the causation of specific actions.
Motivation is a three-dimensional construct consisting of the
following:
Intensity or the magnitude of mental activity and physical
effort expended towards a certain action;
Persistence or the extension of the mental activity and
physical effort over time; and
Direction or the choice of specific actions in specific
circumstances.
Understanding motivation
Self-actualisation
needs
Esteem needs
Belongingness needs
Security needs
Physiological needs
Physiological needs (e.g., basic salary); security needs (e.g., pension plan); belongingness
needs (e.g., friends in work group); esteem needs (e.g., job title); self actualisation needs
(e.g., challenging job).
Source: Maslow, 1943)
Existence (E) Relatedness (R) and Growth (G) needs are structured
in a hierarchical order. The theory postulates that:
a) The lower the level of satisfaction in a need the more it will be
desired;
b) The higher the satisfaction in a lower level need, the greater the
desire to satisfy a higher level need; and
c) The lower the satisfaction in a higher level need the greater the
desire for satisfying lower level needs.
Response
Consequence
(e.g., atomistic)
Achieved status
Inner direction
Sequential time
(e.g., cooperation)
(e.g., holistic)
Ascribed status
Outer directed
Synchronous time
Summary
Motivation is an inner force that drives and directs behavior.
Motivation theories answer questions pertaining to what motivates
salespeople and how salespeople choose their actions.
The three groupings of motivational theories discussed in this chapter
are: Content, Process and Reinforcement.
Culture influences motivation through its influence on salespeoples
values, attitudes and norms.
Sales managers have a range of motivational tools at their disposal.
Cultural differences among salespeople should be taken into
consideration when designing a motivational program.
Motivation, job satisfaction and performance are inextricably
related.