Motivational Factors Afftecting the Performance Efficiency of Salespersons in Thai Duty Free Retail Businesses
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Abstract
The objectives of this research were to study motivational factors affecting the performance efficiency of salespersons in Thai Duty retail businesses. A sample of 423 salespersons was studied. The researchers employed questionnaires to collect data. The data was analyzed using descriptive statistics: frequency, percentage, means, standard deviation and one-way ANOVA. Stepwise Multiple Regression was applied for the analysis of 13 variables including Personal Achievement, Recognition, Job Descriptions, Working Responsibility, Career Path, Management Policy, Organization Relations, (Stability), Physical working conditions, Base wage and benefits, Need for Achievement (nAch), Need for Affiliation (nAff),Need for Power (nPower). The findings indicated that 3 factors - Base wage and benefits, Need for Achievement (nAch), Need for Power (nPower) - are the most significant effect on the performance efficiency of salespersons. This knowledge can be used for more effective business management and human development strategies.
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