[How to motivate employees in the sales department of Amedica]

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Acknowledgement

I would take this opportunity to thank my research supervisor, family and friends for their support and guidance without which this research would not have been possible.

DECLARATION

I, [type your full first names and surname here], declare that the contents of this dissertation/thesis represent my own unaided work, and that the dissertation/thesis has not previously been submitted for academic examination towards any qualification. Furthermore, it represents my own opinions and not necessarily those of the University.

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Abstract

Most experts agree that the learning organization whose employees have the clear vision of importance of service quality and are motivated to provide that quality will achieve superior service quality. We develop the theoretical framework and conduct the cross-sectional empirical study to investigate inter-relationships among these constructs. The results indicate that higher levels of both employees' motivation/vision and organizational learning positively affect perceived service quality. Additionally, employees' motivation/vision was found to mediate relationship between organizational learning and perceived service quality. These results highlight importance of employees' motivation/vision in both service process and learning process. To date, the general self-efficacy concept has been standard model for prediction of sales performance, and there has yet to be the published study that combines three variables: sales performance, self-efficacy, and sales communication behaviours. It is proposed that the model which takes into account behaviours of getting, giving, using, and planning, and self-efficacy of these behaviours, will be the better predictor of sales performance in sales representatives.

Reasons for research: Recent research in the area of selling reveals that there are other concerns in addition to sales performance that management should be cognizant of. Jones et al. (2005) disclosed in their latest item on the altering environment of selling, that there are more claims on sales representatives due to alterations in customers, competitors, expertise, and ethics.

Methodology and Research:

H1. Whether there's the lack of motivation results in high staff turnover in the sales department of Amedica

H2. Whether there's no lack of motivation results in high staff turnover in the sales department of Amedica.

H3. The self-efficacy has an affirmative and important result on customer-oriented behaviour.

H4. The supportive organizational weather has an affirmative and important result on customer-oriented demeanour of employees.

Conclusion: Improvement of employee engagement and self-efficacy are furthermore significant to double-check productive intrinsic motivation. Encouraging the morale and self-assurance of sales representatives in forenoon meetings and supplying professional training techniques on the usual cornerstone are widespread practices amidst life protection companies to accomplish these goals.

Table of Contents

CHAPTER 1: INTRODUCTION7

Background of the study7

Problem Statement8

Research Aims and Objectives8

Significance of the Study8

Rationale/ Nature of the study9

Hypothesis/Research Question9

Research questions9

Hypotheses9

CHAPTER 2: LITERATURE REVIEW11

Team coordination and command effectiveness23

Personality factors25

Self-efficacy theory28

Theoretical framework30

Self-efficacy30

Global/general self-efficacy31

Specific self-efficacy31

CHAPTER 3: METHODOLOGY33

Research Hypothesis33

Measures33

Research design based on hypothesis33

Primary study procedure used34

Research instruments34

Sample36

CHAPTER 4: DISCUSSION AND ANALYSIS38

Results of hypotheses testing38

Discussion41

CHAPTER 5: CONCLUSION43

Managerial implications45

Limitations of the study46

Recommendations for future research47

This research can be expanded into numerous other localities to advantage general sales performance. Given that this study was presented utilising the pharmaceutical commerce (which is highly regulated ...