A Sample Report_MBA6610 - TROY UNIVERSITY eCAMPUS...

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TROY UNIVERSITY eCAMPUS Assignment of Course: MBA 6610 – Business Research Methods Submitted to: Dr. Stephen Carlson Submitted by: “A” Student Date of Submission: December 7, 2008 Title of Assignment: The Impact of Compensation and Motivation in a Complex Selling Environment CERTIFICATION OF AUTHORSHIP : I certify that I am the author of this paper and that any assistance I received in its preparation is fully acknowledged and disclosed in the paper. I have also cited any sources from which I used data, ideas or words, either quoted directly or paraphrased. I also certify that this paper was prepared by me specifically for this course. Student’s Signature: _________________________________________________ ****************************************************************** Instructor’s Grade on Assignment: ________________ Instructor’s Comment:
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RUNNING HEAD: Compensation & Motivation The Impact of Compensation and Motivation in a Complex Selling Environment “A’ Student Troy University MBA 6610 – Business Research Methods Dr. Stephen Carlson December 7, 2008 Compensation & Motivation 2
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T ABLE OF C ONTENTS ABSTRACT .................................................................................................................................... 4 CHAPTER 1 – INTRODUCTION ............................................................................................... 5 Scope ............................................................................................................................................ 5 Objectives .................................................................................................................................... 9 CHAPTER 2 – LITERATURE REVIEW ................................................................................. 11 Introduction ................................................................................................................................ 11 Reward Preferences Revisited ................................................................................................... 11 A Closer Look at Sales Control Systems ................................................................................... 12 Nature of Complex Selling ........................................................................................................ 16 Conclusions ................................................................................................................................ 20 Table of Reviewed Literature .................................................................................................... 21 CHAPTER 3 – RESEARCH METHODOLOGY ..................................................................... 22 Research Question ..................................................................................................................... 22 Hypothesized Model .................................................................................................................. 22 Research Strategy & Design ...................................................................................................... 25 Operational Concepts ................................................................................................................. 26 Reliability & Validity Considerations ....................................................................................... 27 CHAPTER 4 – DATA COLLECTION & ANALYSIS ............................................................ 29 Overview .................................................................................................................................... 29 Research Instrument ................................................................................................................... 29 Sampling Considerations ........................................................................................................... 31 Data Reduction & Reliability Assessment ................................................................................. 36 Hypothesis Testing ..................................................................................................................... 38 CHAPTER 5 – DISCUSSION & CONCLUSION .................................................................... 40 Summary of Results ................................................................................................................... 40 Limitations of the Study ............................................................................................................. 41 Future Implications .................................................................................................................... 42 Conclusion ................................................................................................................................. 43 REFERENCES ............................................................................................................................. 44 APPENDICES .............................................................................................................................. 46 Appendix A – Survey Design .................................................................................................... 46 Appendix B – Summary of Survey Responses .......................................................................... 49 Compensation & Motivation 3
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A BSTRACT In today’s hyper-competitive business climate, there increased pressures on companies to deliver sustained growth in a challenging economic environment, and it is becoming more important than ever for companies to develop compensation plans that attract, motivate and retain a highly qualified, effective sales force that can deliver the sustained growth shareholders demand. This study seeks to determine empirically whether an incentive compensation plan based on traditional sales control systems inhibit motivation, and thus sales performance and job satisfaction, in a complex selling environment characterized by longer sales cycles and multiple executive-level stakeholders? The results suggest a good balance between outcome-based and behavior-based control methods in a complex selling environment. Furthermore, the results indicate a significant link between more complex selling techniques and intrinsic motivation.
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