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Factors influencing sales people’s performance: a study of mobile service providers in Bangladesh

Talukder, Kamarul Islam and Jan, Muhammad Tahir (2017) Factors influencing sales people’s performance: a study of mobile service providers in Bangladesh. Academy of Marketing Studies Journal, 21 (2). pp. 1-20. ISSN 1095-6298 E-ISSN 1528-2678

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Mobile service provider markets are a standout amongst the most unstable market environments because of expanded rivalry and change in the market. Thus, the developing concern requires the marketers to entirely look at client purchasing choice and satisfying procedure. On this basis, the purpose of the study is to more focus on the factors that influence sales people’s performance in mobile phone service providers. This paper used structural equation modelling (SEM) approach to test the research model. A primary data was collected using self-administered questions from mobile phone service operator in Dhaka city. The sample included 262 active sales people using a purposive sampling technique. The results revealed that intrinsic motivation, extrinsic motivation, organizational commitment and compensation had a significant relationship with sales people’s performance, whilst, job satisfaction has not significant impact on sales people’s performance. This study contributes a foundation for future research in achieving the objective of this study and fast developing mobile phone service industry.

Item Type: Article (Journal)
Additional Information: 6828/63717
Uncontrolled Keywords: Sales People’s Performance, Job Satisfaction, Sales Motivation.
Subjects: H Social Sciences > HF Commerce > HF5001 Business. Business Administration
Kulliyyahs/Centres/Divisions/Institutes (Can select more than one option. Press CONTROL button): Kulliyyah of Economics and Management Sciences > Department of Business Administration
Depositing User: Dr Muhammad Tahir Jan
Date Deposited: 15 May 2018 17:41
Last Modified: 15 May 2018 17:41
URI: http://irep.iium.edu.my/id/eprint/63717

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