Search results

Introduction: – Together with the increasing competition between businesses each day, the sales and marketing process of products and services have become increasingly difficult. For this reason, sales have become a marketing activity with an ever-growing importance to businesses. The performance of salespeople who undertake this challenge on behalf of the business is highly valuable for firms. Many researches have noted that there is a relationship between the performance of salesperson and motivation. The purpose of motivation in sales literature is to direct salespeople to exert more effort in reaching sales-oriented goals and aims. In order to ensure this, many businesses use various motivation tools/factors.

Purpose – The aim of this study is to analyse the effect of motivation factors on performance of salesperson.

Methodology – Quantitative research method was used in the study. A questionnaire was prepared with this aim in mind and administered to 315 employees working as salesperson in Çanakkale and Bursa provinces.

Findings – The findings from the analysis of the data show that the five dimensions namely satisfaction, image, relations, knowledge of product and service and advertisement related to motivation factors have a significant effect on the task performance of the salesperson.

The concept and practice of e-services has become essential in business transactions. Yet there are still many organizations that have not developed e-services optimally. This is especially relevant in the context of Indonesian Airline companies. Therefore, many airline customers in Indonesia are still in doubt about it, or even do not use it. To fill this gap, this study attempts to develop a model for e-services adoption and empirically examines the factors influencing the airlines customers in Indonesia in using e-services offered by the Indonesian airline companies. Taking six Indonesian airline companies as a case example, the study investigated the antecedents of e-services usage of Indonesian airlines. This study further examined the impacts of motivation on customers in using e-services in the Indonesian context. Another important aim of this study was to investigate how ages, experiences and geographical areas moderate effects of e-services usage.

The study adopts a positivist research paradigm with a two-phase sequential mixed method design involving qualitative and quantitative approaches. An initial research model was first developed based on an extensive literature review, by combining acceptance and use of information technology theories, expectancy theory and the inter-organizational system motivation models. A qualitative field study via semi-structured interviews was then conducted to explore the present state among 15 respondents. The results of the interviews were analysed using content analysis yielding the final model of e-services usage. Eighteen antecedent factors hypotheses and three moderating factors hypotheses and 52-item questionnaire were developed. A focus group discussion of five respondents and a pilot study of 59 respondents resulted in final version of the questionnaire.

In the second phase, the main survey was conducted nationally to collect the research data among Indonesian airline customers who had already used Indonesian airline e-services. A total of 819 valid questionnaires were obtained. The data was then analysed using a partial least square (PLS) based structural equation modelling (SEM) technique to produce the contributions of links in the e-services model (22% of all the variances in e-services usage, 37.8% in intention to use, 46.6% in motivation, 39.2% in outcome expectancy, and 37.7% in effort expectancy). Meanwhile, path coefficients and t-values demonstrated various different influences of antecedent factors towards e-services usage. Additionally, a multi-group analysis based on PLS is employed with mixed results. In the final findings, 14 hypotheses were supported and 7 hypotheses were not supported.

The major findings of this study have confirmed that motivation has the strongest contribution in e-services usage. In addition, motivation affects e-services usage both directly and indirectly through intention-to-use. This study provides contributions to the existing knowledge of e-services models, and practical applications of IT usage. Most importantly, an understanding of antecedents of e-services adoption will provide guidelines for stakeholders in developing better e-services and strategies in order to promote and encourage more customers to use e-services. Finally, the accomplishment of this study can be expanded through possible adaptations in other industries and other geographical contexts.

Rural Australian patients continue to receive inadequate medical attention. One potential solution to this is to train Indigenous Australians to become medical doctors and return to their community to serve their people. The study aims to examine whether Indigenous medical students have a stronger intention to practice in underserved communities.

A sample of Indigenous (N = 17) and non-Indigenous students (N = 188) from a medical program in Sydney was surveyed about their medical self-concept and motivation. Confirmatory factor analysis (CFA) was conducted, group differences were tested, and correlation patterns were examined.

CFA found seven distinct factors – three medical self-concepts (affective, cognitive, and cultural competence), one motivation factor, and three work-related variables – intention to serve underserved communities (intention), understanding of Indigenous health (understanding), and work-related anxiety (anxiety). Indigenous medical students were higher in cultural competence, intention, and understanding. Both the affective and cognitive components of medical self-concept were more highly correlated with intention and understanding for Indigenous students than for non-Indigenous students.

It is important to examine medical students’ self-concepts as well as their cultural characteristics and strengths that seed success in promoting service to underserved Indigenous communities.

The findings show that Indigenous medical students tended to understand Indigenous health issues better and to be more willing to serve underserved Indigenous communities. By enhancing both the affective and cognitive components of medical self-concepts, the “home-grown” medical education program is more likely to produce medical doctors to serve underserved communities with a good understanding of Indigenous health.

Tourism motivation is a prerequisite in understanding tourist behavior. Push and pull factors have provided a simple framework for comprehending tourism motivation in various contexts. Nevertheless, many of the propositions related to the push–pull framework have rarely been empirically examined. One of these suggests that pull factors both respond to and reinforce push factors. The current study, consequently, examines this twofold proposition empirically through partial least-squares path modeling. The findings indicate that push factors influence the tourism-demand variable (length of vacation) via pull factors and vice versa. Further, the findings indicate that the total effects of push and pull factors on the tourism-demand variable of the study are nearly equal. Theoretical and practical implications are also provided.

This study focuses on the impact of internal factors, namely intrinsic motivation, ICT knowledge, and the moderating effect of demographic factors such as education level, age, gender on digital readiness of Indonesian MSMEs.

The sample data selected in this study include owners of culinary SMEs in the Salatiga area, Central Java, and who already has had a building to run their business. This study employed a quantitative approach using a statistical package to perform descriptive and inferential analyses with the help of IBM SPSS and Smart PLS.

Four hypotheses have been formulated and tested using the structured equation model. The results revealed that intrinsic motivation and ICT knowledge have a positive significant influence on the digital readiness of MSMEs.

The study concluded that the internal encouragement of the culinary MSME owners in the city of Salatiga will continue to advance and develop following the current digital technology era.

The results from the moderation testing show that women have a slightly higher average answer than men in the number of indicators of intrinsic motivation and in the number of indicators of digital readiness.

Micro Small Medium Enterprises (MSMEs) in Indonesia benefit from the digital era. It is important to apply digitalization in the Indonesian MSMEs so that they can develop and compete with other countries, and digital readiness is one of the key successes in the global competition.

Purpose – The purpose of this paper is to examine the causational effect of both internal and external motivation with learning outcomes at a peripheral university in the province of Aceh. It also aims to evaluate which of the two factors possess stronger impact on the other across different genders.

Design/Methodology/Approach – The model of research utilizes quantitative approach. Using the questionnaires as data gathering methodology, it is designed to understand aspects of both internal and external motivation which influences the results. Correlational information was then derived from the data using SPSS software. Then, data were elaborated for more detail and ease of reading for readers.

Findings – The results obtained from this research showed that there was no relationship between both internal and external motivation with students grades. Claiming to have relatively high motivation, still students failed to attain good grades. Observed individually, no apparent relationship was visible from each aspect. The finding also suggested that there was no difference impact was visible across different gender. Both genders, male and female, in this university did not show any significant correlation between motivation and grades.

Research Limitations/Implications – Unlike many findings on similar studies, the research found out that motivation cannot be utilized as predictor to predict grades in the peripheral university. New approaches should be developed to find out working predictors for students grades.

Practical Implications – To understand influencing aspects for students’ grades attainment, more and or other variables should be utilized. Both internal and external motivation factors failed to predict students’ grades.

Originality/Value – Research on students learning motivation specifically at peripheral university was much been studied.

The primary purpose of this study was to examine the motivation factors associated with American volleyball athletes' migration to Korea and to identify the constraints that interfered with their leisure pursuits away from their primary sport engagement. Using semi-structured in-depth interviews with 12 participants, four themes were identified under migration motivation: (1) career extension and longevity, (2) monetary compensation, (3) cultural experiences, and (4) coach/player recommendations, and three themes under leisure obstacles associated with acculturation: (1) language barrier, (2) lack of time, and (3) limited social networks. This study provides athletes with information on migration motivation and what elements prevent them from thoroughly engaging in leisure participation while they are stationed abroad.