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dc.contributor.authorFerreira, T Santos-
dc.identifier.issn0975-1084 (Online); 0022-4456 (Print)-
dc.description.abstractThis research aims to identify both intrinsic and extrinsic factors that contribute to the motivation of the sales force, as well as influence of motivation on performance. For this purpose, a questionnaire was applied to a non-probabilistic sample for convenience consisting of 337 sales representatives in the insurance sector. The results of this study show that the intrinsic factors that better explain motivation are "autonomy" and "project challenge" and the extrinsic factors are "transparency and loyalty towards management" and "recognition". The most important factor in behavioural performance is "attitude", and in the performance of results, "customer satisfaction".en_US
dc.publisherNISCAIR-CSIR, Indiaen_US
dc.rights CC Attribution-Noncommercial-No Derivative Works 2.5 Indiaen_US
dc.sourceJSIR Vol.78(12) [December 2019]en_US
dc.subjectIntrinsic factorsen_US
dc.subjectExtrinsic factorsen_US
dc.subjectSales forceen_US
dc.titleInfluence of Motivation on Performance: Study of the Insurance Sectoren_US
Appears in Collections:JSIR Vol.78(12) [December 2019]

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