Influence of Motivation on Performance: Study of the Insurance Sector

摘要

This research aims to identify both intrinsic and extrinsic factors that contribute to the motivation of the sales force, as well as influence of motivation on performance. For this purpose, a questionnaire was applied to a non-probabilistic sample for convenience consisting of 337 sales representatives in the insurance sector. The results of this study show that the intrinsic factors that better explain motivation are "autonomy" and "project challenge" and the extrinsic factors are "transparency and loyalty towards management" and "recognition". The most important factor in behavioural performance is "attitude", and in the performance of results, "customer satisfaction".