THE IMPACT OF MOTIVATION ON SALES FORCE PERFORMANCE (A STUDY OF NIGERIA BOTTLING COMPANY PLC OWERRI)
- BACKGROUND OF THE STUDY
The achievement of the organizational goal can only be made possible by co-ordinate efforts. In the early days of primitive commercial activities. Little attention was given to, motivation which affected the performance and productivity of the employees. This led the two factor propounded by Fedrick Herzberg. He pointed out the good feedings; otherwise job satisfaction has to do with factors related job content such as achievement, recognition for achievement, the nature of job itself, responsibility growth and advancement opportunities as satisfiers or motivator. It is not surprise up till now, many business organizations, private or public owned are yet to learn from the past the need for employer motivation while some apply it a bit.
Uwaoma N.C it all (2000:85) defined motivated the comprehensive action taken to induce people to do something to the best of their ability”
Meanwhile, this study will therefore help to identify that working condition which does not enhance the performance of the sales force in a business organization using Nigeria Bottling company PLC owerri as a case study. They business environment is full of competition and other militating factors and the survival of those firms largely depend on the performance of the sales force. But also, held motivated they are contributes to the success of the firms.
The aim of this study is to confident on the impart of motivation of sales forces performance. Finally, the research will discuss on the motivation process, how to motivate sales force, working conduction and environment, etc.
- HISTORICAL BACKGROUND OF THE STUDY.
Nigeria Bottling Company PLC Owerri , come to existence in Owerri in 1976 and stated it full operation in 1977. Its location is at Km55 Owerri/Onitsha road. The company since its operation has employed more than a thousand of workers and has been the best selling beverage company with annual sales running into billions of bottles. The Owerri plant was established to capture the market in Owerri and some parts of Anambara Sate.
The Nigeria Bottling Company PLC (NBC) was incorporated in 1951, a subsidiary of the A.G. invent is group with the sole franching to bottle and sell coa-cola product in Ngeria.
Production of coca-cola begins in 1953 at a bottling facility in Ebute Meta Lagos. Over the years, production capacity has over 80 distribution warehouse located across the country. Since production started, bottling company Nigeria has remained the largest bottling company of non-alcoholic beverages in the country in terms of saves volume, with billions sold per year, marketing it the second largest market. Nigeria bottling company head office is located on the Lagos mainland at Ebute Meta.
The company become a public company in 1972 and has it shares listed in the Nigeria stock exchange. The product was given to the world by Dr. John Smith Pemberton a know pharmacist in Attalnta Gerogia, on May 8, 1886. Hence produced the syrup for coca-cola and it was carried down the street to Jacob’s pharmacy and it was pronounce “Excellent” and placed on sale for five cent a glass.
In addition to core brand of the coca – cola company coca-cola and sprite sparking soft drinks (SSD) brands produced by the coca-cola include a range of Schwepps product. Bitter lemon. Tonic Water. Soda water Non CSDs include Eva Table Water. Five Alive Juice etc. returnable Glass Bottles (RGB) is available in 25cl sized available in 35cl for core brands coke, Fanta and sprit.
- STEMENT OF THEPROBLEMS
As mentioned earlier, the business environment is fully of competition these competitions enter the market seeking for profit improved market share and as well as sustained growth.
However with respect to the non alcoholic beverage as it grows, so also business environment (Government policies competitors’ technology) increase in dynamism as such. Due to the growing complexity of its business climate firms must be productive to the challenges or else crumble.
Despite the fact that studies in the past revealed that motivation plays a significant role in the performance of employment area by emphases have been given to this important area by most organizations especially the small and medium business. Issue of motivation cut across some area which include available of availability of incentive (bonus, promotion, welfare packages etc) working aids (vehicle. Laptops and communication gadgets) training and development (seminar, workshops. On the job training etc) and good.
Work environment (well furnished office friendly atmosphere health center, security). But a great number of business organization in Nigeria private or public owned shows relative negligence on this motivation” it is reason why this study focuses on investigation, the extent of relationship between motivation and sales force performance. Poor performance of the sales force due to lack of motivation using NBC plc Owerri.
- OBJECTIVE OF THE STUDY
The study was embarked upon the investigate the extent of relationship between motivation and sales force performance in business organization.
All the following specific objectives will be determined in extend to which intensive (bonus, promotion etc) effects sales force performance. Whether work aids (laptop, vehicle etc) stimulate sales force productivity in business enterprise. Whether moderation factors like government police competition, technology etc interfere in the relationship between motivation and sales force performance.
1.4 RESEARCH QUESTION
1) Is there any relationship between motivation and sale force performance?
2) To what extent to incentives (bonus, promotion etc) affect business organization sale force.
3) Has training and development (seminar, workshop, the job training etc) any relevance to sales force performance?
4) Do working aid (laptop, vehicle etc) stimulate sale force productivity in business organization?
What is the degree of contribution of food work environment (well conditional office, health care etc) business enterprise sales force performance?
- RESARCH HYPOTHESIS
- HO; there is no significant relationship between motivation and sales force performance.
- HO; training and development have no significant relationship to sales force performance.
- HO; incentive do not contribute significant to sales force performance.
- HO; good working environment do not contribute significant to business organization sales force performance.
- SIGNIFICANCE OF THE STUDY
The study is important to both the management and the entire business organization. In the sense that it will help to solve problem of poor sales force performance due to lack of motivation. This work in view of the researcher will encourage and expose the relativity of lack of motivation of the sales force to profit organizations. To the researcher. The benefit of this work is numerous to mention.
It is seen by research as a way of exposing him to the real activities in the field of marketing. It exposes him to know more above motivation, the ways motivating the employees and benefits.
Finally there workers serve as a secondary data to student researcher and even managers who will like to study more on this topic.
It will also be more significant to some managers who do not know the importance of application of motivation in their management schedule. Finding this work will make them have a cleave view of appreciating the good returns of motivation of the sales force.
- SCOPE OF THE STUDY
This is arising at discussing the influence of motivation one sales force performance in business enterprise there are many business that exist, but for the sales of this study it will be narrowed down to Nigeria Bottling company PLC Owerri. Which is taken to represent other business enterprises because of the organization nature of the firm? Among the motivational means are training and development good worker environment working aid etc.
- DEFINITION OF FIRMS
Motivation: it is a concept if behavioral change or results of influence that alternate an individual performance.
PRODUCTIVITY: it is a capacity to produce or bring about quantifiable result from effect.
BUSINESS ORGANIZATION: a company that make profit through producing and selling of goods or services.
INCENTIVE: payment concession or action taken to stimulate greater output by workers.
SALES FORCE: Employees that represent and market the product of their companies to the outside World.
WORK ENVIRONMENT: All the actors and force that influence the ability to work satisfactory and in accordance with the assigned to an employee in this place of work.
WORK AID: Equipment and facility used to carry out the jobs assigned to an employee easily.
ON-THE TRAINING: As this implies it involve training an employee while he performs the job.
- LIMITATION OF THE STUDY
The limitation of this study lies in the under listed constraints. First inadequate cooperation by the respondent was a very big problem this include the frustration the researcher receive when he visited the company understudy. By not allowing him gain access to the manager or with such excuses that he call again or that manager is too busy.
- Time duration of the project work was too short with numerous academic programmes.
- The researcher lacked financial support which affected the conclusion of the work early enough.
- Finally some staff was reluctant to accept the questionnaire for filing and if they did their delay in returning them to the researcher made the work uninteresting and different.
Childhood and adolescent disorder is one of the most prevalent causes of antisocial disturbances in the society. One of these disorder which were not popularly known or discussed especially in our society today in conduct disorder.
According to Socrates 469-399 Bcas cited in Watson (2012) states that “our youth today love luxury: they have bad manners, contempt for authority and disregard older people. They contradict their parents, gobble their food and tyrannize their teachers”. This statement by Socrates explains the nature and symptoms that characterize this condition such as aggressive conduct, deceitful behaviour, destructive conduct, violation of rules which subsequently lead to the development of various negative consequences or influence among youth and adolescent thus leading to various social vices and violation of societal norms and regulation.. Throughout history older generations have perceived problems in the behaviour and actions of children and adolescence. However, while some rebellious and deviant behaviour is part of normal human development, there are some children and adolescent whose behaviour falls outside what is considered as normal. In these cases, behaviour can reach extreme that causes significant problem for themselves, their pears, family and teachers. These individuals are marked by chronic oppositional behaviour toward authority figures and in the more serious cases violation of the basic right of others.
Their behaviour can have long term consequences impacting upon their ability to live successful and happy life as adult. They are at a high risk for developing a wide range of social and emotional problem, having marital, occupational and legal problems as adult.
Conduct disorder is a set of ongoing emotional and behavioural problems that occurs in children and teens. This problem many involve defiant or impulsive behaviour, drug used or criminal activity that usually beings during children or teenage years.
Hence, conduct disorder is commonly found in our society today but people do not know much about it. This paper looked into the causes, types, management and prevention of this condition and the effect of this condition in personality development of children.
Prevalence and incidence prevalence estimates for conduct disorder range from 1 – 10% in united state of American. However, among incarcerated youth or youth in juvenile detention facilities, rates of conduct disorder are between 23% and 87% Frank (2012).
Objectives of the Seminar
At the end of this seminar presentation, the audience will be able to;
- Explain the causes of conduct disorder,
- -Describe types of conduct disorder
-To discuss the various management of conduct disorder.
-Discuss the prevention of conduct disorder.
-Types of personality development
CONCEPT OF CONDUCT DISORDER
Townsend, Maryann, Edward (2013) define conduct disorder as problems that usually begins during childhood or teenage years. People with this disorder have a long term and continual pattern of behaviour that violates the right of others or goes against what is deemed normal by society for their age group. It can also be defined as a psychological disorder diagnosed in childhood or adolescence that presents itself through a receptive and persistent pattern of behaviour in which the rights of others or major age and appropriate norms are violated (Zoccolillo 2012) these behaviours are often referred as antisocial behaviour. It is often seen as the precusor to antisocial personality disorder, which is not diagnosed until the individual is 18 years old. This disorder is marked by chronic conflict with parents, teachers and peers and can result in damage to property and physical injury to the patient and others (Townsend 2013). These pattern of behaviours are consistent over time.
According to diagnostic and statistical manual of mental disorder, DSM-IV (2013) conduct disorder refers to as a persistent pattern of behaviour in which the basic rights of others or major age and appropriate social norms are violated.
It is a childhood behaviour disorder characterized by aggressive and destructive activities that causes disruptions in the child’s natural environments such as home school, church or the neighbohood. The overriding feature of conduct disorder is the repetitive and persistent pattern of behaviours that violate societal norms and the rights of other people. It is one of the most prevalent categories of mental health problems of children in the united state with rates estimated at 90% for males and 2% for females town send (2013).
American academy of child and adolescent psychiatry (2014) define conduct disorder as a group of behavioural and emotional problems in youngsters. Children and adolescents with this disorder have great difficulty following rules and behaving in a socially acceptable way. They are often viewed by other children, adult and social agencies as bad or delinquent rather than mentally ill. Abuse or neglect, genetic vulnerability, school failure, traumatic life experiences has been attributed to this condition American academy of child and adolescent psychiatry (2014).
CAUSES OF CONDUCT DISORDER
The exact causes of conduct disorder is idiopathic but it is believed that a combination of genetics, environmental, neuro-biological factors, psychological and social factors play a role Mackel (2012).
- Genetic Factors: Damage to the frontal lobe of the brain has been linked to conduct disorder. The frontal lobe is the part of your brain that regulates important cognitive skills, such as problem-solving, memory and emotional expression but frontal lobe in a person with conduct disorder may not work properly which can lead to lack of impulse control, a reduced ability to plan future action and a decreased ability to learn from past negative experience. Jackin and Mackel (2011).
- Environmental factors: The environmental factors that are associated with conduct disorder include
- Child abuse
- A dysfunctioning family
- Parents who abuse drugs or alcohol
- Psychological factors: Children brought up in chaotic negligence condition (poor modulation of emotions) e.g anger, frustration and sadness.
- Social factors: socio-economic deprived children
- Unemployed parents
- Lack of a supportive social neighbours
- High rate/prevalence of substance/alcohol use and abuse.
- Neuro-Biological factors: There is a reduced nor-adrenaline function and increase serotonin level which associated with aggression and Violence.
- Punitive parenting characterized by physical/verbal aggression
- Child abuse and negligent
- Alcohol dependence and substance abuse parent
- Chaotic home conditions (Jackin and Macke (2011).