Adarsh Journal of Management Research

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Factors Influencing Motivation of Sales Staff across Selected Organized Retail Formats in Tier 1, 2 and 3 Cities in Karnataka


Affiliations
1 Maharaja Institute of Technology, Mysore, Karnataka, India
2 Mysore, Karnataka, India
 

Today's retail sector is facing a challenge of managing its sales staff and high attrition fever has become a critical and significant issue. The demand for motivating employees to perform well and achieve goals is the constant challenge of every retail managers. This paper will be just a small effort to get into the depth of one aspect of motivation in the ocean of human resource development.

The purpose of this study was to identify which factors have the most influence on motivation of sales staff across selected organized retail formats in tier 1, 2 and 3 cities in Karnataka and to see how it can attract, retain and develop quality sales staff in achieving their selling success. Specific hypothesis which this study sought to answer are: (1) There were no significant differences between gender, marital status, age, educational background, experiences, employment types and incomes contributing to sales staff motivation across tiers. (2) Motivation factors were not having influence and significant difference on sales staff across formats.


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Abstract Views: 274

PDF Views: 141




  • Factors Influencing Motivation of Sales Staff across Selected Organized Retail Formats in Tier 1, 2 and 3 Cities in Karnataka

Abstract Views: 274  |  PDF Views: 141

Authors

B. R. Shyam
Maharaja Institute of Technology, Mysore, Karnataka, India
N. K. Ramachandra Gowda
Mysore, Karnataka, India

Abstract


Today's retail sector is facing a challenge of managing its sales staff and high attrition fever has become a critical and significant issue. The demand for motivating employees to perform well and achieve goals is the constant challenge of every retail managers. This paper will be just a small effort to get into the depth of one aspect of motivation in the ocean of human resource development.

The purpose of this study was to identify which factors have the most influence on motivation of sales staff across selected organized retail formats in tier 1, 2 and 3 cities in Karnataka and to see how it can attract, retain and develop quality sales staff in achieving their selling success. Specific hypothesis which this study sought to answer are: (1) There were no significant differences between gender, marital status, age, educational background, experiences, employment types and incomes contributing to sales staff motivation across tiers. (2) Motivation factors were not having influence and significant difference on sales staff across formats.


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DOI: https://doi.org/10.21095/ajmr%2F2016%2Fv9%2Fi2%2F108460