Achievement Goals as Predictors of Expectancy-Value Motivation, Effort, and Intention
CHAPTER 13 MOTIVATING THE SALESFORCE. MOTIVATION Motivation is the desire to expend effort to...
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Transcript of CHAPTER 13 MOTIVATING THE SALESFORCE. MOTIVATION Motivation is the desire to expend effort to...
CHAPTER 13CHAPTER 13
MOTIVATING THE SALESFORCE
MOTIVATIONMOTIVATION
• Motivation is the desire to expend effort to fulfill a need.
• In terms of sales, it is the effort salespeople want to make toward various aspects of their jobs.
IMPORTANCE OF MOTIVATION
IMPORTANCE OF MOTIVATION
• Unique nature of sales positions
• Individuality
• Diversity of company goals
• Changes in market conditions
BEHAVIORAL CONCEPTSBEHAVIORAL CONCEPTS
• The process begins with an aroused need
• Three conditions must be met– rewards must be desirable– gaining rewards is based on performance
(standards have been enunciated)– performance goals are attainable
CAREER STAGES
• Exploration
• Establishment
• Maintenance
• Disengagement
THEORIES OF MOTIVATIONTHEORIES OF MOTIVATION
• Maslow’s Hierarchy of Needs
• Herzberg’s Motivator/Hygene Theory
• McClelland’s Three Needs Theory
• Equity Theory
• Expectancy Theory
MASLOW’S HIERARCHY OF NEEDS
MASLOW’S HIERARCHY OF NEEDS
• Physiological
• Safety
• Social
• Esteem
• Self Actualization
MASLOW’S HIERARCHY OF NEEDS
MASLOW’S HIERARCHY OF NEEDS
• These needs can be satisfied with intrinsic and extrinsic rewards.
• Extrinsic rewards are provided by others
• Intrinsic rewards are come from the task itself
MOTIVATOR/HYGENE THEORY
MOTIVATOR/HYGENE THEORY
• Hygene factors (sources of dissatisfaction)
• Motivators (sources of satisfaction)
• Is “pay” a motivator or a hygene factor?
THREE NEEDS THEORYTHREE NEEDS THEORY
• Achievement (nAch)
• Power (nPow)
• Affiliation (nAff)
EQUITY THEORYEQUITY THEORY
• Compare my efforts and rewards to another’s efforts and rewards
EXPECTANCY THEORYEXPECTANCY THEORY
• “The strength of a tendency to act in a certain way depends on the strength of an expectation that the act will be followed by a given outcome and on the attractiveness of that outcome to the individual”
EXPECTANCY THEORY
EFFORT PERFORMANCE REWARDS
InstrumentalityExpectancy
Attractiveness
EXPECTANCY THEORYEXPECTANCY THEORY
• Attractiveness– importance one places on reward
• Instrumentality (Performance/Reward Link)– belief that performance will lead to reward
• Expectancy (Effort/Performance Link)– perception that exertion of effort will lead to
performance
EXPECTANCY THEORYIMPLICATIONS
EXPECTANCY THEORYIMPLICATIONS
• Do salespeople value the rewards?
• Are the rewards equitable?
• Greater rewards should be tied to greater performance
• Management must provide tools for salespeople to perform
MOTIVATING SALESPEOPLEMOTIVATING SALESPEOPLE
• Recruit “matches”
• Incorporate individual needs
• Provide job information and training
• Build self-esteem
• Be proactive in dealing with problems
• Build strong communication lines
• Understand the job
SPECIFIC MOTIVATORSSPECIFIC MOTIVATORS
• Compensation plan
• Job enrichment
• Recognition
• Encouragement and praise
• Sales meetings
• Sales contests
• Quotas
COMPENSATION PLANCOMPENSATION PLAN
• Financial rewards (salary, commission, bonus, etc.)
• Non-financial rewards
JOB ENRICHMENTJOB ENRICHMENT
• Provide responsibility and authority to make decisions
RECOGNITIONRECOGNITION
• Plaques, pins, certificates
• Honor clubs
ENCOURAGEMENT AND PRAISE
ENCOURAGEMENT AND PRAISE
• Inexpensive yet effective!
MEETINGSMEETINGS
• A communication tool
• Planning is important
SUCCESSFUL SALES CONTESTS
SUCCESSFUL SALES CONTESTS
• Reward more than one person
• Set realistic goals
• Vary the goals from one contest to the next
• Vary the prizes from one contest to the next
• Publicize rules
QUOTASQUOTAS
• Help motivate salespeople
• Direct where to put effort
• Provide standards for evaluation
QUOTA TYPESQUOTA TYPES
• Sales volume
• Profit based
• Activity
• Expense
FROM YOUR TEXT...FROM YOUR TEXT...
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