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The role of financial incentives on individual sales performance in the automotive retail industry
Dissertation (MBA)--University of Pretoria, 2012.
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| Format: | Thesis |
| Language: | English |
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University of Pretoria
2013
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| _version_ | 1867613465152061440 |
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| access_status_str | Open Access |
| author2 | ichelp@gibs.co.za |
| author_browse | ichelp@gibs.co.za |
| author_facet | ichelp@gibs.co.za |
| collection | Thesis |
| dc_rights_str_mv | © 2012 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria. |
| description | Dissertation (MBA)--University of Pretoria, 2012. |
| format | Thesis |
| id | oai:repository.up.ac.za:2263/31431 |
| institution | University of Pretoria (South Africa) |
| language | English |
| last_indexed | 2026-06-10T12:36:34.553Z |
| license_str | Other — see source repository |
| provenance_str_mv | Harvested via OAI-PMH from UPSpace — University of Pretoria Institutional Repository |
| publishDate | 2013 |
| publishDateRange | 2013 |
| publishDateSort | 2013 |
| publisher | University of Pretoria |
| publisherStr | University of Pretoria |
| record_format | dspace |
| source_str | UPSpace — University of Pretoria Institutional Repository |
| spelling | oai:repository.up.ac.za:2263/31431 The role of financial incentives on individual sales performance in the automotive retail industry ichelp@gibs.co.za Mr P Shaw Dikobe, Percival Thabo UCTD Multi-franchise Financial incentives Intrinsic motivation Automotive retail Dissertation (MBA)--University of Pretoria, 2012. Financial incentives play a crucial role in how automotive retail companies attempt to drive organisational and individual sales performance. However, there is conflicting evidence in the literature as to whether financial incentives increase sales performance in sales contexts.The purpose of the study is to determine whether there is a relationship between financial incentives or motivation on sales performance and to contrast the relationships between the two constructs in order to understand what increases sales performance in the automotive retail industry. The unit of analysis were salespeople and sales managers within a South African automotive retail group.The study was a qualitative analysis of the impact of financial incentives and intrinsic motivation on individual sales performance in automotive retail. The correlation co-efficient for both sales performance metrics (units’ sold, gross profit and customer satisfaction) and intrinsic motivation were not statistically significant. The role of vehicle brand sold was a better predictor of sales performance amongst salespeople and sales managers. Gordon Institute of Business Science MBA (Business Administration) restricted 2013-09-09T12:15:21Z 2013-04-26 2013-09-09T12:15:21Z 2013-04-25 2012-04-26 2013-02-16 Dissertation Dikobe, PT 2012, The role of financial incentives on individual sales performance in the automotive retail industry, MBA dissertation, University of Pretoria, Pretoria, viewed yymmdd < http://upetd.up.ac.za/thesis/available/etd-02162013-144517/ > F13/4/149/zw http://hdl.handle.net/2263/31431 http://upetd.up.ac.za/thesis/available/etd-02162013-144517/ en © 2012 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria. application/pdf University of Pretoria |
| spellingShingle | UCTD Multi-franchise Financial incentives Intrinsic motivation Automotive retail The role of financial incentives on individual sales performance in the automotive retail industry |
| title | The role of financial incentives on individual sales performance in the automotive retail industry |
| title_full | The role of financial incentives on individual sales performance in the automotive retail industry |
| title_fullStr | The role of financial incentives on individual sales performance in the automotive retail industry |
| title_full_unstemmed | The role of financial incentives on individual sales performance in the automotive retail industry |
| title_short | The role of financial incentives on individual sales performance in the automotive retail industry |
| title_sort | role of financial incentives on individual sales performance in the automotive retail industry |
| topic | UCTD Multi-franchise Financial incentives Intrinsic motivation Automotive retail |
| url | http://hdl.handle.net/2263/31431 http://upetd.up.ac.za/thesis/available/etd-02162013-144517/ |