Sara Cosmetic Industry
Selling of cosmetic products is unique in its nature because the sales persons are mostly indirectly selling to customers. They are mainly responsible to persuade the saloons to suggest the product to the customers considering the benefits offered by the product. Using sales representatives is one of the most effective and efficient ways to get a product or service into the marketplace. The sales person is the most flexible, dynamic, and valuable resource in the organization. Such value and flexibility have generated and heightened the interest of both managers and researchers in the area of sales representative characteristics, motivation, selection, training, and rewarding, in order to better predict sales performance and corporate success.
There are a number of factors which can affect the motivation of the sales force. Getting to know motivation level of the sales force of an organization is could help in making the sales and marketing strategies and building success story for the organizations.
In order to find out the extrinsic motivation level among the sales team of Sara cosmetic industry, a research topic is suggested “Determine the level of extrinsic motivation sales force of Sara cosmetic Industry”
In order to determine the motivation among sales force, you are required to:
• Identify the type of research keeping in view the purpose of research 4
• Operationally define the concept “Extrinsic motivation” 4
• Formulate a possible hypothesis for research 4
• Identify the type of hypothesis and variables 4
• Justify how it is a testable hypothesis 4
Identify the type of research keeping in view the purpose of research
Solution:
It is Quantitative Type of Research because this is a method of advertising research that emphasizes the quality of meaning in consumer perceptions and attitudes; for example, in-depth interviews and focus groups.
Operationally define the concept “Extrinsic motivation”
Solution:
Extrinsic motivation:
Extrinsic motivation refers to motivation that comes from outside an individual. The motivating factors are external, or outside, rewards such as money or grades. These rewards provide satisfaction and pleasure that the task itself may not provide.
An extrinsically motivated person will work on a task even when they have little interest in it because of the anticipated satisfaction they will get from some reward. The rewards can be something as minor as a smiley face to something major like fame or fortune. For example, an extrinsically motivated person who dislikes math may work hard on a math equation because wants the reward for completing it. In the case of a student, the reward would be a good grade on an assignment or in the class.
Formulate a possible hypothesis for research
Solution:
This is the hypothesis which says intrinsic factors of the work itself motivate a worker whereas extrinsic factors can prevent dissatisfaction.
> There is a lack of customers’ Satisfaction
Identify the type of hypothesis and variables
Solution:
Research Hypothesis
Discrete Variables
Justify how it is a testable hypothesis
Solution:
A testable hypothesis is a question that can be answered objectively by measurement/observation. The answer to our hypothesis is clearly objective so it is a testable hypothesis.
