Motivation Analysis of Salesperson in Multinational Pharmaceutical Company in Shanghai After GSK controversy in 2013

MA, LIFANG (2016) Motivation Analysis of Salesperson in Multinational Pharmaceutical Company in Shanghai After GSK controversy in 2013. [Dissertation (University of Nottingham only)]

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Abstract

This study aimed at examining what are motivational behavior and motivators in knowledge worker particularly sales worker in Pharma Company of Shanghai. The research also explored motivational factors and its influence to personal/team morale and performance. Exploratory research was conducted and involved collecting data by survey and gathering qualitative data through interview. The sample considered in this study consisted of 15 sales staff and 5 HR staff from different Pharma Company, and 5 headhunters from consulting firm. The questions in survey and interview concerned motivational behavior and understanding on motivator and their impact to personal behavior, performance and organizational performance ultimately.

The study found that both extrinsic and intrinsic factors are nearly equally impacting sales staff’s moral and performance however extrinsic factors are in a bit leading position to influence them. In addition, employee staff those are at early stage of career life considered value of the job as most influential extrinsic factor rather than compensation and benefits that are perceived by majority people are assumed to be their most popular motivators. Manager level staff thought they are most motivated by sense of responsibility and continuous learning opportunity.

Those findings provided pragmatic indications on effects and methods of motivation. From a business point of view, this study can help the business managers to engage their employees and enable them to be effective and motivated to perform better.

Item Type: Dissertation (University of Nottingham only)
Depositing User: MA, LIFANG
Date Deposited: 17 Jan 2022 15:14
Last Modified: 17 Jan 2022 15:14
URI: http://eprints.nottingham.ac.uk/id/eprint/36213

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