WORK MOTIVATION OF THE SALES PERSONNEL, WORK SATISFACTION AND ITS RELATION WITH THE ORGANIZATIONAL CULTURE

Abstract

Publication presents results of the study of the certain characteristics of work motivation of the sales managers with different levels of job satisfaction and connection of the various types of work motives with indicators of job satisfaction and typological features in the organization culture. Study proves differences in the structure of work motivation among managers of the trade organization with high, medium and low levels of job satisfaction. It has been established that managers of trade organizations with high level of job satisfaction evaluate motives of professional growth and capacity building as more important. In organizations with low job satisfaction, staff is motivated by social security. The revealed interrelations of the parameters of work motivation and job satisfaction indicate the presence of a certain hierarchy of work motives. It was proved that the market culture in its natural way reflects the essence of any sales department as the organization unit, which causes employees to focus on their career. The findings confirm that the level of work motivation of sales staff is associated with the type of organizational culture. The interrelations between parameters of work motivation and job satisfaction show existence of certain work motives hierarchy and necessity to take it into account for system of support employee satisfaction.