Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen

Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen

One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees’ attitude surveys have been used frequently to ascertain what sparks and sustains th...

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Main Author: Abdullah, Hanan Ali
Format: Thesis
Language:eng
Published: 2012
Subjects:
HF5001-6182 Business
Online Access:https://etd.uum.edu.my/3045/1/Hanan_Ali_Abdullah.pdf
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id my-uum-etd.3045
record_format uketd_dc
institution Universiti Utara Malaysia
collection UUM ETD
language eng
advisor Ahmad, Fais
topic HF5001-6182 Business
spellingShingle HF5001-6182 Business
Abdullah, Hanan Ali
Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
description One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees’ attitude surveys have been used frequently to ascertain what sparks and sustains their desire to work harder. However, the motivation of the employees remained a complex puzzle since long (Wiley, 1997). It is generally accepted that motivated and committed sales force is one of the critical factors in the growth and profitability of the organizations. Yemen's pharmaceutical sales organizations to such enterprises as, developing fast and profits high, it really needs to motivate employee. The purpose of this study, focus on a Second-tier city in Yemen as the representative to determine the factors that influence pharmaceutical sales force motivation, used a sample of 199 participants among 23 pharmaceutical sales organizations in Aden. The study predicted three independent variables (payment, job security, and opportunities for advancement and development) though empirically investigated the relationship with motivation, and examined whether them effectively motivate pharmaceutical sales force. The finding showed that pay is not longer to severs motivate, based on Maslow’s needs hierarchy theory, job security as the security needs and opportunities need for advancement and development still more motivating them, especially, the needs for advancement and development is highlights significant motivator. It suggests that the intermediate needs and higher level of needs are important to motivate sales force that should be considered. Consequently, the study results will help practitioners in creating an effective incentive system to fostering sales force motivation leading to higher productivity and overall performance
format Thesis
qualification_name masters
qualification_level Master's degree
author Abdullah, Hanan Ali
author_facet Abdullah, Hanan Ali
author_sort Abdullah, Hanan Ali
title Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
title_short Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
title_full Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
title_fullStr Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
title_full_unstemmed Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen
title_sort factor influencing sales force motivation: a study of pharmaceutical industry in aden, yemen
granting_institution Universiti Utara Malaysia
granting_department Othman Yeop Abdullah Graduate School of Business
publishDate 2012
url https://etd.uum.edu.my/3045/1/Hanan_Ali_Abdullah.pdf
_version_ 1747827487385059328
spelling my-uum-etd.30452022-04-10T05:52:11Z Factor Influencing Sales Force Motivation: A Study of Pharmaceutical Industry in Aden, Yemen 2012-01 Abdullah, Hanan Ali Ahmad, Fais Othman Yeop Abdullah Graduate School of Business Othman Yeop Abdullah Graduate School of Business HF5001-6182 Business One of the biggest challenge that business world is facing today is how to motivate employees to dedicate persistent and intensified efforts to achieve the organizational goals (Watson, 1994). Accordingly, employees’ attitude surveys have been used frequently to ascertain what sparks and sustains their desire to work harder. However, the motivation of the employees remained a complex puzzle since long (Wiley, 1997). It is generally accepted that motivated and committed sales force is one of the critical factors in the growth and profitability of the organizations. Yemen's pharmaceutical sales organizations to such enterprises as, developing fast and profits high, it really needs to motivate employee. The purpose of this study, focus on a Second-tier city in Yemen as the representative to determine the factors that influence pharmaceutical sales force motivation, used a sample of 199 participants among 23 pharmaceutical sales organizations in Aden. The study predicted three independent variables (payment, job security, and opportunities for advancement and development) though empirically investigated the relationship with motivation, and examined whether them effectively motivate pharmaceutical sales force. The finding showed that pay is not longer to severs motivate, based on Maslow’s needs hierarchy theory, job security as the security needs and opportunities need for advancement and development still more motivating them, especially, the needs for advancement and development is highlights significant motivator. It suggests that the intermediate needs and higher level of needs are important to motivate sales force that should be considered. Consequently, the study results will help practitioners in creating an effective incentive system to fostering sales force motivation leading to higher productivity and overall performance 2012-01 Thesis https://etd.uum.edu.my/3045/ https://etd.uum.edu.my/3045/1/Hanan_Ali_Abdullah.pdf text eng public masters masters Universiti Utara Malaysia Alderfer, C. P. (1972), Existence, Relatedness, and Growth; Human Needs in Organizational Settings, New York: Free Press. Ali, R. and Ahmed, M. S. (2008). The impact of reward and recognition programs on employee’s motivation and satisfaction: A co relational study, Department of Management Sciences COMSATS Institute of Information Technology. Al-Harthy,M. H. (2008). Motivation: A challenge for oil and gas companies-An Omani case study , Oil and Gas Business, Available: http://www.ogbus.ru/eng. 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