TITLE

Industrial Salesforce Motivation and Herzberg's Dual Factor Theory: A UK Perspective

AUTHOR(S)
Shipley, Dvid B.; Kiely, Julia A.
PUB. DATE
May 1986
SOURCE
Journal of Personal Selling & Sales Management;May86, Vol. 6 Issue 1, p9
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The primacy of personal selling in industrial communications strategy emphasizes the need for effective sales management. A necessary component of this is the implementation of an effective program for the motivation of salesforce members. This is critical since salespersons' motivation is related to salesforce costs, absenteeism, turnover, supervision needs and achievement and because high salesforce motivation is thought to ideally lead to high salesforce performance. Notwithstanding this, however, sales managers have long found the task of motivating their salespersons to be a difficult one, with no simple answers readily available. This has resulted in a long search for ideas among both sales managers and academics. Recent research on this topic has focused on the Dual Factor Theory of Motivation (DFT). Theories of worker motivation invariably focus on a paradigm involving job satisfaction, motivation and performance. Much importance attaches to these concepts so that some early clarification is justified. Motivation and satisfaction are conceptually distinct. Job satisfaction is an emotional response accompanying thoughts or actions related to work.
ACCESSION #
6349128

 

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