Sales Force Motivation Using Travel Incentives: Some Empirical Evidence

Bill Hastings · Julia Kiely · Trevor Watkins

21 citations0/0 files storedJournal of Personal Selling and Sales Management

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Employee Performance and Motivation Employee Performance and Management Accounting and Organizational Management

Abstract

This study examines the use of travel incentives as motivators for a commission only life insurance sales force in the United Kingdom. A sample of 1,083 sales representatives reported that travel is a strong motivator and valued more highly than several other types of incentives.

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1964Work and motivation 1981Goal setting and task performance: 1969–1980.1968Managerial Attitudes and Performance.1976Maslow reconsidered: A review of research on the need hierarchy theory 1960The Motivation to work, by F. Herzberg, B. Mausner and B.-C. Snyderman, John Wiley & Sons, New York, John Wiley & Sons, 1959.1981Theories of Organizational Behavior.1981Perceived Task Characteristics and Employee Performance: A Literature Review,1978Psychology and Work: an introduction

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