Improving employee motivation in the sales force of ABC Limited

Date of Publication


Document Type

Master's Thesis

Degree Name

Master of Business Administration


Ramon V. Del Rosario College of Business


Decision Sciences and Innovation Dept

Thesis Adviser

Pia Redempta T. Manalastas

Defense Panel Member

Benito L. Teehankee
Frances Jeanne L. Sarmiento
Maria Victoria P. Tibon
Brian C. Gozun


Shanks (2007) defined motivation as the act or process of providing a motive that causes a person to take an action. The term originated from the word motive which by definition of Merriam-Webster as a need or desire that causes a person to act. In an organization, motivation is the process of stimulating people in the form of reward to do actions to achieve goals. According Shanks, there are these reward factors that generally govern motivators for individuals are subdivided into two general categories extrinsic and intrinsic. Extrinsic rewards are those that are given by another person or entity while intrinsic rewards are derived from within the individual.

This action research has focused on these two levels of motivation that employees need in the workplace. It has undertaken two cycles - the first one addressing the extrinsic needs of employees in terms of salaries while the second cycle focused on the intrinsic needs such as recognition, development and belongingness. In understanding and resolving the motivational needs issue of ABC Limited, I have used Maslows Hierarchy of Needs theory and Nohrias Four Drive Model to draft the action plans that was used in this action research project. The first cycle revolved around management and employees collective bargaining negotiation for better salary grade and how the agreement has improved the cognitive behavior of my coworkers in terms of work performance and attitude which will be measure through turnover rate for the last three years. The second cycle, on the other hand, consists of qualitative interventions that boost employee satisfaction through team outings. This study measured the need for balance between the intrinsic and extrinsic needs of sales staff within the organization.

Abstract Format






Accession Number


Shelf Location

Archives, The Learning Commons, 12F Henry Sy Sr. Hall

Physical Description

1 computer disc ; 4 3/4 in.


Employee motivation; Personnel management

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