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@Motivation is the inner force that guides behaviour and is concerned with the causation of specific actions.

Motivation is a three-dimensional construct consisting of the following: *Intensity or the magnitude of mental activity and physical effort expended towards a certain action;*Persistence or the extension of the mental activity and physical effort over time; and*Direction or the choice of specific actions in specific circumstances.@ Theory X and Theory Y (Douglas McGregor):1.Theory X:Assumes that employees dislike work, lack ambition, avoid responsibility, and must be directed and coerced to perform.2.Theory Y:Assumes that employees like work, seek responsibility, are capable of making decisions, and exercise self-direction and self-control when committed to a goal.@

@Motivational theories: Motivation has been researched by psychologists and others for many years. A number of theories have evolved that are pertinent to the motivation of salespeople.@ Maslows hierarchy of needs theory: Abraham Maslows hierarchy of needs is the most well-known theory of motivation. He hypothesized that within every human being there exists a hierarchy of five needs: *Physiological: Includes hunger, thirst, shelter, sex, and other bodily needs (e.g., basic salary)*Safety: Includes security and protection from physical and emotional harm (e.g., pension plan)*Social: Includes affection, belongingness, acceptance, and friendship e.g., friends in work group)*Esteem: Includes internal esteem factors such as self-respect, autonomy, and achievement; and external esteem factors such as status, recognition, and attention (e.g., job title)*Selfactualization: The drive to become what one is capable of becoming; includes growth, achieving ones potential, and self-fulfillment (e.g., challenging job). As a need becomes substantially satisfied, the next need becomes dominant. No need is ever fully gratified; a substantially satisfied need no longer motivates. Maslow separated the five needs into higher and lower orders. >Physiological and safety needs are described as lowerorder.>Social, esteem, and self-actualization are as higher-order needs>Higher-order needs are satisfied internally.>Lower-order needs are predominantly satisfied externally.

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