Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling

In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

Motivation genom sponsring : En studie som utvärderar sponsringens möjligheter till ökad motivation bland personalen i en organisation

Sponsring är ett utbyte och en marknadsföringsmetod som används av allt fler organisationer. Med syftet att påverka personalen i en organisation är sponsring en relativt oanvänd metod för marknadsföring. Trots detta så påverkar sponsring personalen oavsett organisationens målsättning med sponsring. Syftet med studien är att utvärdera om sponsring fungerar som ett verktyg för motivation i en specifik organisation, sedan utvärderas hur sponsring bidrar till motivation. För att besvara syftet genomfördes en kvantitativ studie i form av en enkätundersökning. Denna genomfördes hos vårt studieobjekt Länsförsäkringar i Gävleborg. Analysen av den insamlade datan har genomförts med stöd av den teoretiska referensramen. Resultatet av studien visar att sponsring kan användas till att motivera personalen på Länsförsäkringar. Dock så är organisationens nuvarande sponsring något som inte tydligt motiverar personalen. Länsförsäkringar vill med sin sponsring bidra till samhället och på så sätt skapa engagemang och stolthet bland personalen. Sponsring får personalen att känna stolthet men däremot inget tydligt engagemang. Länsförsäkringar är bra på att informera personalen om sponsring, däremot så är organisationen inte lika bra på att lyssna till personalens värderingar kring sponsring. Det bristande engagemanget skulle då kunna bero på att personalen inte får tycka till om organisationens sponsring.

Work, care, gender equality and the problem of ‘instrumental’ social policies

Sociologisk Forsknings digitala arkiv

Metoder och verktyg för motivation till och integration av arbetsmiljöarbete

Rapporten utgår från forskningsområdet ”Hur kan och bör arbetsmiljö¬arbete bedrivas och integreras i organisationers kärnverksamhet?” vid tema SMARTA, Arbetslivsinstitutet. I ett tidigare arbete har ett antal egenskaper identifierats som viktiga för motivation och engagemang för arbetsmiljöarbete, sk Moveit-egenskaper. Dessa egenskaper och deras roll i arbetsmiljöarbetet ställs här i relation till perspektivet integrerat arbetsmiljöarbete, där arbetsmiljön ingår i styrsystemet och arbetsmiljöarbete betraktas som en del av styrningen av produktion och verksamhet. Syftet är att utveckla förståelsen för viktiga aspekter i arbetsmiljöarbetet utifrån en målsättning att metoder ska bidra till ett integrerat och kontinuerligt fungerande arbetsmiljöarbete. Den metodansats som rapporten utgår från bygger till stor del på interaktion med företagshälsovårdcentraler, konsulter och ergonomer samt på tidigare forskning. Ett viktigt steg i interaktionen har varit workshops som arrangerats vid tre tillfällen och vid olika platser - Borlänge, Göteborg och Umeå. Rapporten beskriver ett underlag för att bedöma metoders motivationskraft, erfarenheter från workshops med aktörer inom arbetsmiljöområdet, en fristående konsults tillämpning av metoden Visit samt olika former av förutsättningar för arbetsmiljöarbete, såsom företags mognad och hur metoder introduceras på arbetsplatser. Aspekter som identifieras som viktiga för ett integrerat arbetsmiljöarbete är: delegering av ansvar och befogenheter i arbetsmiljöfrågor, bred delaktighet och samverkan mellan anställda och ledning, hanterbara men ändå utmanande krav på arbetsmiljöarbetet, processfokusering och dynamik, samt utrymme för reflektion. Flera av dessa aspekter uppvisar överensstämmelser med egenskaper hos metoder som bidrar till att skapa motivation för arbetsmiljöarbete.

The Role of Motivational Strategies in the Upper Elementary Classroom : A systematic literature review about teacher strategies that promote self-confidence, motivation and a conducive learning environment

The aim of this literature review is to investigate which strategies teachers use to motivate pupils to communicate orally in English. The literature review also investigates how these teacher strategies affect pupils. The methodology used for this investigation is a systematic literature review. Various databases have been used when searching for literature. Scientific articles and theses have been searched for. They have also been read and analyzed before they have become a part of this review. The results indicate that some teachers feel insecure when speaking English. Therefore Swedish is spoken in many language classrooms. Teachers speaking in front of the class is the traditional way of teaching, and it does not seem to be a strategy who influences pupils positively. If teachers speak the target language among pupils they often get more motivated and focused pupils who feel comfortable speaking English. Young pupils are fast learners. By exposing them to the English language in early ages they receive great opportunities to learn a foreign language and strengthen their self-confidence. Drama, songs and rhymes are preferable strategies to use when teaching young learners. What position teachers decide to take in the classroom is also a significant element when teaching foreign languages.

Motivation for behavior change among sex offenders: a review of the literature

Motivation for behavior change is considered a crucial issue in the treatment of sex offenders. However, there has been no systematic investigation of this issue. The first aim of this review is to draw together the literature related to motivation for behavior change among sex offenders. The second aim is to highlight issues that need to be addressed to facilitate an empirical investigation of motivation for change among sex offenders. It is argued that a better understanding of motivation for change among sex offenders will contribute to enhancing the efficacy of treatment programs for these offenders.

The assessment of motivation for behaviour change among sex offenders against children: an investigation of the utility of the Stages of Change Questionnaire

A better understanding of motivation for behaviour change among sex offenders against children would improve treatment programmes designed to modify sexual offending behaviour. However, investigation of this issue is limited by lack of theoretically and empirically sound measures of motivation for behaviour change among sex offenders. This paper reports on two studies that were conducted to investigate the psychometric properties (validity, reliability, and social desirability) of the Stages of Change Questionnaire, adapted to measure motivation for behaviour change among sex offenders against children. In Study 1, the psychometric properties of the questionnaire were assessed for sex offenders against children (n=36) who were on a treatment waiting list. In Study 2, the psychometric properties of the questionnaire were assessed for sex offenders against children (n=47) at pre-treatment, mid-treatment, and post-treatment. Both studies supported the validity and reliability of the adapted Stages of Change Questionnaire, and the influence of social desirability upon responding was less than expected. The results of this investigation supported the potential utility of the Stages of Change Questionnaire as a measure of motivation for behaviour change for sex offenders against children.

Coalition Formation through Motivation and Trust

Cooperation is the fundamental underpinning of multi-agent systems, allowing agents to interact to achieve their goals. Where agents are self-interested, or potentially unreliable, there must be appropriate mechanisms to cope with the uncertainty that arises. In particular, agents must manage the risk associated with interacting with others who have different objectives, or who may fail to fulfil their commitments. Previous work has utilised the notions of motivation and trust in engendering successful cooperation between self-interested agents. Motivations provide a means for representing and reasoning about agents' overall objectives, and trust offers a mechanism for modelling and reasoning about reliability, honesty, veracity and so forth. This paper extends that work to address some of its limitations. In particular, we introduce the concept of a clan: a group of agents who trust each other and have similar objectives. Clan members treat each other favourably when making private decisions about cooperation, in order to gain mutual benefit. We describe mechanisms for agents to form, maintain, and dissolve clans in accordance with their self-interested nature, along with giving details of how clan membership influences individual decision making. Finally, through some simulation experiments we illustrate the effectiveness of clan formation in addressing some of the inherent problems with cooperation among self-interested agents.

Towards Motivation-based Plan Evaluation

AI planning systems tend to be disembodied and are not situated within the environment for which plans are generated, thus losing information concerning the interaction between the system and its environment. This paper argues that such information may potentially be valuable in constraining plan formulation, and presents both an agent- and domainindependent architecture that extends the classical AI planning framework to take into account context, or the interaction between an autonomous situated planning agent and its environment. The paper describes how context constrains the goals an agent might generate, enables those goals to be prioritised, and constrains plan selection.