Impact of Motivational Factors of Channel Members on Channel Performance A study of Telecom Service Providers

Abstract

Organizations are a physical entity and people of organizations are its lives. Robbins (2003), defines the organization as A consciously coordinated social unit, composed of two or more people, which functions on a relatively continuous basis to achieve a common goal or set of Goals is clearly showing that people are the lives of organizations. newline newlineThe size of organizations does not matter, what matters for the world is how an organization is running and the secrets of all types what drives in productivity of people or groups of people who work for the organizations. There are a lot of research works and studies done by researchers and academicians to find out how people can be more productive and every day new secrets or findings of human productivity are getting added to it. newline newlineStudies have shown that productivity is resultant of motivation and happiness of employees working in an organization. Hence organizations are implementing new practices, policies and finding other ways to make their employees happy and motivated to work. newline newlineThis research study is focussed on behavioural aspect of telecom industry to enhance our knowledge of performance or productivity in the area of channel sales management. This study helped to find the factors of motivation of people working at different levels in Channel Sales, specifically, Retailers, DSE and Distributors who are external to the organization and finding the impact of factors of motivation on their productivity or performance. newline newlineVarious studies have been done on motivation, productivity and performance of people or employees working in an organization but limited attention is given to study channel partners of sales channel who contributes a large role in the productivity of organizations in meeting sales objectives. newline newlineChannel sales are common now-a-days as organizations want to expand across geographies for selling or distributing their products. Channel sales also help in building distribution efficiencies and productivity. newline newline