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1. 1. Sales professionals’ perceptions regarding financial incentives and motivation : A qualitative study in a B2B context

   University essay from Linnéuniversitetet/Institutionen för marknadsföring (MF)

   Author : Gustav Olsson; Sara Hagve; [2016]
   Keywords : Motivation; Financial incentives; Sales professionals; B2B.;

   Abstract : It is important for a selling company to have a motivated sales force. The motivation and what employees is motivated by have occupied the interest of human resource researchers for decades. There has been a large amount of research within motivational psychology, which has produced several theories regarding human needs and motivation factors. READ MORE