Skip to main content
Article thumbnail
Location of Repository

The Antecedents of Sales Force Motivation: An Empirical Investigation in the Insurance Industry in Singapore

By Sam C. Okoroafo, Anthony C. Koh and Bashar S. Gammoh

Abstract

<p>This study examines the influence of personal, organizational, and cultural factors on sales force motivation on a sample from the insurance industry in Singapore. In addition, this paper examines the moderating effects of some demographic characteristics on the relationships between antecedents of sales force motivation and sales force motivation. Results indicate that cultural values, personal variables, and organizational work setting do affect sales people motivation. In addition, our results support a moderation effect of gender and marital status in our model.</p

Topics: LCC:Business, LCC:HF5001-6182, LCC:Commerce, LCC:HF1-6182, LCC:Social Sciences, LCC:H, DOAJ:Business and Management, DOAJ:Business and Economics
Publisher: Canadian Center of Science and Education
Year: 2011
DOI identifier: 10.5539/ijms.v3n3p3
OAI identifier: oai:doaj.org/article:ce64c078f2904b18b7ab536b6e2e91e6
Journal:
Download PDF:
Sorry, we are unable to provide the full text but you may find it at the following location(s):
  • http://doaj.org/search?source=... (external link)
  • Suggested articles


    To submit an update or takedown request for this paper, please submit an Update/Correction/Removal Request.