MOTIVATION IN RELATION TO WORK ENGAGEMENT OF SALES PERSONNEL IN TELECOM INDUSTRY

MOTIVATION IN RELATION TO WORK ENGAGEMENT OF SALES PERSONNEL IN TELECOM INDUSTRY

The study is in motivation in relation to work engagement of sales personnel in telecom industry. Motivation is the Internal and external factors that stimulate desire and energy in people to be continually interested in and committed to a job, role, or subject, and to exert persistent effort in attaining a goal. Workengagement is defined as a positive, fulfilling, work-related state of mind that is characterized by vigor, dedication, and absorption. Vigor is characterized by high levels of energy and mental resilience while working, the willingness to invest effort in one??s work, and persistence even in the face of difficulties; dedication by being strongly involved in one's work, and experiencing a sense of significance, enthusiasm, inspiration, pride, and challenge; and absorption by being fully concentrated and happily engrossed in one??s work, whereby time passes quickly and one has difficulties with detaching oneself from work. When you don't have the motivation to do your work, you will either eventually get fired or you will not likely get promoted and will stay where you are for a long time. If you are the supervisor or the owner, a lack of motivation throughout your company can create a rather unproductive workplace. This will lead to loss of sales, profits, and market share. In this case, it's important to do what it takes to create an environment where people naturally want to do their work. The importance of employee motivation shouldn't be taken lightly here. The company's survival depends on it. Modern organizations need energetic and dedicated employees: people who are engaged with their work. These organizations expect proactively, initiative and responsibility for personal development from their employees. Overall, engaged employees are fully involved in, and enthusiastic about their work. The hypotheses of the study were (a) The interaction effect between MPS and CPS does not significantly influence the personnel outcomes of sales professionals in telecom industry. (b) The interaction effect between work engagement and CPS does not significantly moderate the personnel outcomes of sales professionals in telecom industry.(c) There is no significant difference in demographics in work engagement across demographics. The review of related literature in the area of motivation and work engagement provided the researcher valuable inputs, perspective, insights and direction in understanding these factors and designing this study. The researcher has attempted to seriously and systematically undertake the present investigation. There are two research models; these two models were tested using the statistical technique hierarchical regression model. These two models were framed based on the job diagnostic model of Hackman and Oldham (1974) and Job resource model of Bakker and Demerouti (2010). The research methodology adopted for the study was surveying of 359 sales employees in different telecom industries using structured questionnaires. The independent variable of this study were Motivation(core job dimensions, critical psychological states, personnel outcomes).The dependent variable is work engagement(vigor, dedication, absorption) and the demographic variables are, age, work experience, marital status, and gender. The major findings of the study were: 1.There is a positive significant correlation between critical psychological states and motivation potential score. Critical psychological states promote high performance motivation and satisfaction at work. 2.The interaction effect between MPS and CPS significantly moderate the personnel outcomes of sales professionals in telecom industry. 3.The interaction effect between work engagement and Critical Psychological State significantly moderate the personnel outcomes of sales professionals in telecom industry. 4.Work engagement significantly influences the outcomes. 5.Age and marital status has a significant influence on work engagement. The concept of motivation and work engagement is gaining importance across every organization. This study aims at helping Telecom organizations to build more effective policies with respect to motivation and work engagement .By offering effective policies and encouraging employees to make use of available policies and programmes the organization will in turn be increasing the employee??s level of satisfaction and also commitment towards the organization. This will help the organization retain its best people or talent.

Joseph Meera

Management Studies