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Antecedents and Consequences of Sales Force Intrinsic Motivation: An Integrated Model

Thesis Info

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Author

Naeem, Basharat

Program

PhD

Institute

COMSATS University Islamabad

City

Islamabad

Province

Islamabad.

Country

Pakistan

Thesis Completing Year

2016

Thesis Completion Status

Completed

Subject

Management Sciences

Language

English

Link

http://prr.hec.gov.pk/jspui/bitstream/123456789/13027/1/Basharat_Naeem_Mngt_Sci_2016_CIIT_09.06.2016.pdf

Added

2021-02-17 19:49:13

Modified

2024-03-24 20:25:49

ARI ID

1676724510298

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How can sales force be motivated for superior sales productivity? This question has consistently been asked by sales management since long. While sales quota based compensation are frequently used to improve performance, critics highlight potential dark side of such schemes resulting into extrinsic motivation of poor quality as it would not be sustainable and bring counter-productive work behaviors. Numerous practicing managers and academics recite now-familiar motivational mantra that motivation comes from the self, not from desire for money. Although intrinsic motivation has long been theorized as strong predictor of performance particularly for the jobs requiring creativity, yet empirical evidence does not seem to converge. Moreover, knowledge is strikingly limited of how informal controls intrinsically motivate sales force to perform their job in creative fashion to be star performers. It provides strong stimulus to address the research question of how sales force intrinsic motivation is influenced by largely ignored informal sales force controls (antecedents) such as optimistic sub cultural control (workgroup level context) and spirit at work based control (job level context) which, in turn, drive sales performance directly and indirectly by sales force creativity (consequences). Moreover, it is advocated that if indeed different selling situations exist, then there will be high likelihood that each type of sales force, for example trade (Fast Moving Consumer Goods; hereinafter FMCG) and missionary (Pharmaceutical) sales force of this study, may respond differently to contextual factors, such as informal sales force controls of this study, resulting into differential influence on motivation, behavior and performance. Surprisingly, knowledge regarding the effect of the type of sales force selling situations for critical sales force outcomes is limited at best. This issue provided thrust for this study to address important research question of whether or not effectiveness of newly introduced informal sales force controls is contingent upon selling situations of trade (FMCG) and missionary (Pharmaceutical) sales force. An integrated conceptual model is proposed by uniquely merging complementary insights from conceptual logic of informal controls, componential theory of creativity and self-determination theory. Mixed method sequential explanatory research design is used to empirically test the proposed model by employing structural equation model. In focal quantitative phase, data is collected by structured survey questionnaire from 1065 frontline field sales force, both sales persons and sales managers, of 60 sales organizations of FMCG and Pharmaceutical industries in Pakistan. In follow-up qualitative phase, eleven semi-structured interviews of the survey respondents are used to interpret and corroborate key quantitative findings. Findings indicate that intrinsic motivation does not automatically translate into improved sales performance. Actually, sales force intrinsic motivation first stimulates their creative performance of selling job which, in turn, improves their sales performance. Analysis clarifies the role of intrinsic motivation that it is contextually influenced attitudinal state cultivated by both informal sales force controls. Spirit at work based control has important role in nurturing sales force creativity, which consequently improves their sales performance, over and above that is mediated by intrinsic motivation. Whereas optimistic sub cultural control stimulates sales force creativity, by cultivating intrinsic motivation, which results into their improved sales performance. Interestingly, these relationships do not differ significantly across selling situations of trade and missionary sales force disconfirming the assumption of heterogeneity of such selling situations. This thesis provides potential aid to theoreticians and practitioners to appreciate and understand complex mechanism of effectively designing informal sales force control levers by highlighting the importance of intermediary markers of sales force intrinsic motivation and creativity for developing high performing sales force operative in highly competitive FMCG and Pharmaceutical industries, characterized by cut-throat competition, challenging sales quotas and escalating customer demands, in the context of developing country of Pakistan. From practical stand point, this thesis enriches sales management understanding that trade and missionary selling situations are not sufficiently diverse to cause differential perceptions of informal sales force controls. Key Words: Sale Force Control, Informal Control, Workplace Spirituality, Islamic Work Ethics, Organization Sub Culture, Intrinsic Motivation, Creativity, Sales Performance, Fast Moving Consumer Goods, Pharmaceutical Industry, Sales Person, Sales Manager, Developing Country, Pakistan.
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کس زباں سے ہم بتائیں ہم کو کیا اُنؐ سے ملا


کس زباں سے ہم بتائیں ہم کو کیا اُنؐ سے ملا
منزلِ عرفانِ حق کا راستا اُنؐ سے ملا

نوریوں پہ نورِ صبحِ کُن فکاںؐ کی بارشیں
پیکرِ خاکی کو حسنِ دلربا اُنؐ سے ملا

لمسِ نعلینِ نبیؐ سے جن کو تابانی ملی
کہکشائوں کا حسیں تر سلسلہ اُن سے ملا

کس قدر خوش بخت ہے حسانؓ بن ثابت کی ذات
نعت کہنے ، پڑھنے ، سننے کا صلہ اُنؐ سے ملا

وادیِ طائف میں صبر و استقامت دیکھ کر
عزم و ہمت کا سبق ہم کو جدا اُنؐ سے ملا

اُنؐ کو خالق نے بنایا ، قاسمِؐ انعامِ کُل
جو ملا ، جب بھی ملا ، جتنا ملا ، اُنؐ سے ملا

جب بھی دی عرفانؔ نے دہلیزِ اقدس پر صدا
صدقۂ آلِ نبیؐ اُس کو سدا اُنؐ سے ملا

قیام امن میں اصحاب صفہ کا کردار

Almighty Allāh sent his messengers to lead and guide the human beings. One of the lessons we learn from the lives of the prophets and their struggles is the significance of the presence of a peaceful environment. During the lifetime of our holy Prophet establishment the for examples numerous find we, (صلى الله عليه وسلم) Muhammad and maintainance of peace. The Arab society was famous for battles and the people were wild in nature, but, with the arrival of Islām, they became the most loving and peaceful society in the world. This article focuses on the role of Aṣḥāb al-Ṣuffah in maintaining and promoting peace. Aṣḥāb al-Ṣuffah was a group of people who stayed at the northern corner of al-Masjid al-Nabawī under the constant watch of the Prophet (ﷺ) himself. Aṣḥāb al-Ṣuffah lived in a and life his observed They. (صلى الله عليه وسلم) Prophet the to proximity closed learnt from his lectures. So, it can truly be called the first school of the Islamic history. A number of students, schooled in al-Ṣuffah were sent to the different parts of the Arabia and later, to other parts of the Islamic empire, to disseminate the message of peace and love among the people. Their efforts are a significant part of the Islamic history in the promotion of peace.

Comparative Studies on Alcohol Dehydrogen for Mesophilic Bsubbls and Hyperthermphylic Pyrabaalum Aolidytohs Source

Alcohol dehydrogenases are very important and have critical role in pharmaceutical, food, chemical industry, second generation biofuel and white biotechnology. The present study describes the cloning and characterization of alcohol dehydrogenases from mesophilic bacterial (Bacillus subtilis R5) and hyperthermophilic archaeal (Pyrobaculum calidifontis VA1) sources. The genes encoding alcohol dehydrogenases were identified by the genome wide search of the respective organism. Complete genome of B. subtilis (GeneBank accession number NC_000964) and P. calidifontis (GeneBank accession number NC_009073) were searched for alcohol dehydrogenase gene. BSU26970 (B. subtilis), Pcal-0882, Pcal-1311 and Pcal-1581 (P. calidifontis) were selected for the present study. The alcohol dehydrogenase gene (ADHR5) from Bacillus subtilis R5 was annotated as glutathione dependent formaldehyde dehydrogenase/alcohol dehydrogenase was 1137 nucleotides in length which encoded a protein of 378 amino acids with a calculated molecular mass of 41.2 kDa. ADHR5 was cloned in pET-21a(+) and expressed in Escherichia coli. Recombinant ADHR5 was produced as inclusion bodies in E. coli. Efforts were made to produce it in soluble form by expressing the gene at lower temperature but ADHR5 remained in inclusion bodies. Then ADHR5 was refolded by denaturing with urea and gradual removal of urea. Although the protein was in soluble form after removal of urea but it did not display any activity. Therefore ADHR5 was coexpressed with a chaperonin GroEL4S in E. coli by using pETDuet-GroEL4S vector. His-tag was introduced at the N-terminal to facilitate the purification of recombinant ADHR5. By coexpression with GroEL4S, ADHR5 was produced as soluble protein by lowering the cultivation temperature and purified by nickel affinity and gel filtration column chromatography. Recombinant ADHR5 was found to be a homotetramer. ADHR5 showed highest activity 885 nmol min-1mg-1 against 1-propanol. Although ADHR5H was cloned from a mesophilic source but the optimum temperature for ADHR5 was found to be 60 °C and no change in the secondary structure was observed by circular dichroism spectroscopy at 60 °C. Sequence comparison showed thar ADHR5 belonged to zinc dependent medium chain alcohol dehydrogenases, however highest activity and secondary structure stability was observed when ADHR5 was produced in the presence of copper or iron instead of zinc. v Apart from the mesophilic source, I studied three alcohol dehydrogenases from the hyperthermophilic source P. calidifontis. Three open reading frames that were annotated as alcohol dehydrogenase include Pcal-0882, Pcal-1311 and Pcal-1581. Pcal-0882 contained 996 nucleotides encoding a protein 331 amino acids an approximate molecular mass of 35 kDa. The gene encoding Pcal-0882 was annotated as an alcohol dehydrogenase belonging to zinc dependent medium chain alcohol dehydrogenases. Pcal-0882 was cloned in pET-21a(+) and expressed in E. coli. Recombinant Pcal-0882 was produced in soluble form and it was a thermostable protein. Recombinant Pcal-0882 was purified by heat treatment at 80 °C and anion exchange chromatography. Recombinant Pcal-0882 was assayed for alcohol dehydrogenase activity but no activity could be detected against any substrate. The detailed amino acid sequence analysis showed that Pcal-0882 has conserved Zn2+ binding and cofactor binding domains except alcohol binding amino acids. The substrate binding amino acids were identical to acrolyl-CoA reductase from Sulfolobus tokodaii. Substrate binding amino acids and no detection of alcohol dehydrogenase activity indicate that Pcal-0882 is not an alcohol dehydrogenase but may be an acrolyl-CoA reductase. Pcal-1311 was composed of 1038 nucleotides, encoding protein of 37.5. Pcal-1311 gene was cloned in pET-21a(+) and expressed in Escherichia coli. Pcal-1311 was produced as soluble protein. Pcal-1311 exhibited maximum activity as 80 °C. Pcal-1311 was found to have optimum pH of 9.5 for oxidation reaction and 6 for reduction. Pcal-1311 was found to be active against a broad range of substrates with a clear preference for primary and aliphatic alcohols over secondary and branched chained alcohols. Maximum activity in the oxidation direction was observed with 1,4 butanediol (4.22± 0.4 U mg-1 min-1). Pcal-1311 was found to be more active in the reduction direction and maximum activity of (150.3±8 U mg-1 min-1) was observed against gluteraldehyde. Pcal-1311 exhibited higher reduction activity as compared to the oxidation activity. Pcal-1311 is zinc dependent medium chain alcohol dehydrogenase and it requires supplementation of zinc in the growth medium for proper activity of the recombinant protein. EDTA does not affect the activity of recombinant Pcal-1311 unless it is incubated at higher temperature with EDTA. Usually protein are reported to lose their activities in the presence of high concentration of urea, however when effect of urea was studied on Pcal-1311, instead of losing activity, enhancement of the enzyme activity was observed. The fluorescence spectra of Pcal-1311 revealed that protein remain stable in 6 M of urea at least for 10 h. vi The most interesting point was genomic location of Pcal-1311. It was observed that the complete operon consists of seven genes consisting enoyl Co-A hydratase (Pcal-1306), hydrolase (Pcal- 1307), acyl CoA-domain dehydrogenase (Pcal-1308), acetyl-CoA C-acetyltransferase (Pcal- 1309), protein of unknown function DUF35 (Pcal-1310), alcohol dehydrogenase (Pcal-1311) and 3-hydroxyacyl-ACP reductase (Pcal-1312). These genes may be involved either in butanol synthesis pathway or beta oxidation of fatty acid. So the whole operon was cloned and biochemical properties of these genes were studied, which are described in detail in 3rd and 4th chaperter. Pcal-1581 was composed of 1047 nucleotides, encoding proteins of 37 kDa. Pcal-1581 gene was cloned in pET-21a(+) and expressed in Escherichia coli. Pcal-1581 was produced as insoluble and inactive protein In conclusion, the results of these studies demonstrate that ADHR5 is not a glutathione dependent alcohol dehydrogenase but a metal dependent alcohol dehydrogenase. Pcal-1311 is a true alcohol dehydrogenase. Presence of the metal ions is essential for proper folding of recombinant ADHR5 and Pcal-1311 in E. coli. The results of this study demonstrate that for proper activity of zinc dependent ADH, incorporation of metal ions in protein is essential at the time protein production. Pcal-1311 is an alcohol dehydrogenase exhibited significant stability against denaturants. The genomic location of Pcal-1311 makes it an attractive clue for identification and characterization of novel pathways in archaea.