Motivation and Non-Monetary Incentives: Empirical Study on the Sales Force of Soft Drink Industry

Abstract:     
Effective human resource practices are the cardinal and substantial for survival of any business entity. Human involvement and motivation in related work mostly depend on human resource practices validness and accuracy. On the other hand, the sales force is the reason to generate revenue for running the business activities. In this study, the importance of factors of non monetary benefits like security, social NMI, job related NMI, tangible NMI, relation with peers examine and measure their effect on motivation of sale force of soft drink industry of Karachi, Pakistan. The questionnaire tool used in the sample of 61 sales force employees of different distribution companies in different regions of Karachi. The findings suggested that, most preferred NMI (ranking wise) for sale force employee is security, then, relation with peers, job related NMI, social NMI and least favorite is tangible NMI. Soft drink distribution companies can spend more on job and societal security and can multiply their investment on particular factor by motivating them. One interesting finding of the study is, sale force employees prefer the monetary benefits on non monetary benefits, which is obvious in the economic condition of Pakistan.

Number of Pages in PDF File: 5

Keywords: human resource, non monetary benefits, NMI, sales force, soft drink industry, sales force, Karachi, Pakistan

JEL Classification: O15, M19, M52

Accepted Paper Series