This website uses cookies to ensure you have the best experience. Learn more

Sales And Marketing Essay

5204 words - 21 pages

HERZBERG'S DUAL-FACTOR THEORY OF JOB SATISFACTION AND MOTIVATION: A REVIEW OF THE EVIDENCE AND A CRITICISM
ROBERT J. HOUSE and LAWRENCE A. WIGDOR
Bernard M. Baruch School of Business and Public Administration
In. 1959, Herzberg, Mausner and Snyderman reported re- search findings that suggested that man has two sets of needs: his need as an animal to avoid pain, and his need as a human to grow psychologically. These findings led them to advance a "dual factor" theory of motivation. Since that time, the theory has caught the attention of both industrial managers and psy- chologists. Management training and work-motivation pro- grams have been installed on the basis of the dual-factor theory. Psychologists have both advanced criticisms and con- ducted substantial research relevant to the dual-factor theory. The purpose of this paper is to review the theory, the criti- cisms, and the empiric investigations reported to date, in an effort to assess the validity of the theory.
Whereas previous theories of motivation were based on causal inferences of the theorists and deduction from their own insights and experience, the dual-factor theory of motiva- tion was inferred from a study of need satisfactions and the reported motivational effects of these satisfactions on 200 engineers and accountants.
The subjects were first requested to recall a time when they had felt exceptionally good about their jobs. The investigators sought by further questioning to determine the reasons for their feelings of satisfaction, and whether their feelings of satisfaction had affected their performance, their personal re- lationships, and their well-being. Finally, the sequence of events that served to return the workers' attitudes to "normal" was elicited.
In a second set of interviews, the same subjects were asked to describe incidents in which their feelings about their jobs were exceptionally negative-cases in which their negative feelings were related to some event on the job.
369

370 PERSONNEL PSYCHOLOGY
Herzberg and his associates concluded from their interview findings that job satisfaction consisted of two separate inde- pendent dimensions: the first dimension was related to job satisfaction, and the second dimension to job dissatisfaction. These dimensions are not opposite ends of the same con- tinuum, but instead represent two distinct continua. High sat- isfaction is not in the main brought about by the absence of factors that cause dissatisfaction. Those job characteristics that are important for, and lead to, job satisfaction but not to job dissatisfaction are classified as "satisfiers," while those that are important for, and lead to, job dissatisfaction but not to job satisfaction are classified as "dissatisfiers." A few job characteristics functioned in both directions.
According to the theory, the satisfiers are related to the nature of the work itself and the rewards that fiow directly from the performance of that work. The most potent of these are those...

Find Another Essay On sales and marketing

iPhone Sales goals: Marketing; sales potential; and sales forecast, Strategic Plan, Tactics, Budget, and Measurement tools

1674 words - 7 pages Sales Plan : Phase Two PAGE 1 Sales Plan: Phase TwoChristina Statescu, Felipe Lemus, Amanda Shepherd, and Robbie Hall University of PhoenixMKT445 Sales Tools and StrategiesBrian BohrnstedtApril 5, 2010Intro-In this paper we will go into further depth about the iPhone. Along with some portions from last week. We will discuss Sales goals: Marketing; sales potential; and sales forecast, Strategic Plan, Tactics, Budget, and Measurement tools

Sales and Marketing: A Breading-Ground for Unethical Behavior

2344 words - 10 pages and numerous situations for sales and marketing professionals that present ethical issues or dilemmas and we will explore some of these areas in the following pages. As previously mentioned, advertising campaigns have become such a large part of our daily lives that we have come to barely even notice that they are actually trying to sell a product. If you visit Times Square in New York City, it is not difficult to notice that one of the main

Marketing Sales and A Strategic HR Plan for Coach Inc´s

1273 words - 6 pages To help Coach Inc's. Recovery in the US and wander into China, the association needs to: Help its Marketing and Sales Teams in the US by enrolling in New York and Chicago, 10 experienced specialists with high capability and key capacities for Coach arrangements and promoting force . Another Chinese Marketing and Sales Team-+ of 20 experienced delegates with high capacity and key capabilities for Coach wander into the Chinese market – this

This piece of work is a market research into Mcdonalds and its current situation in terms of sales, problems and marketing issues

3039 words - 12 pages sales in Europe, the company's second-biggest market, fell 0.9 percent. (Copyright 2003, Reuters News Service).Our aim therefore is to approach the management problems from a marketing research perspective. We have therefore defined the marketing research problems as seen below under objectives.3.0Objectives·To measure consumer perception and attitudes towards the brand.·To find out the reasons for the declining sales. Whether it is

Marketing Mix Helps Make Sales

973 words - 4 pages 13p.m Saturday Database system Give receipts for payments and sales 5.2 Product feasibility and strategy It is perfectly known that no matter how well and service is, it cannot succeed without effective marketing. That is, we are compel to advertise the service to the entire population using effective communication tools. The marketing plan should be establish, whereby we will need to make further research to make sure that we are on the right

Marketing Plan for a Candle Sales Business

683 words - 3 pages Marketing Plan Target Market The prime target market for candles is women with families. "As one of life's little luxuries, candles are purchased at about the same rate across all income levels, among all ethnicities, and at all educational levels. Now, don’t be fooled because men love candles as much as women, however key demographic factors distinguish the candle buyers to women, aged 45 years and under, many that head families with children

Importance of Marketing

604 words - 2 pages hands of the customer.Selling is one activity of the entire marketing process.Selling is the act of persuading or influencing a customer to buy (actually exchange something of value for) a product or service.Marketing activities support sales efforts. Actually, they are usually the most significant force in stimulating sales. Oftentimes, marketing activities (like the production of marketing materials and catchy packaging) must occur before a sale

Kudler Fine Foods: Sales Organization plan

1127 words - 5 pages Sales Organizational Plan: Territory Management PlanIntroductionWithin a company there needs to be a close relationship between the sales force structure and the strategic marketing and sales force planning. The organizational structure plays an important role in the strategic planning of a company. This structure is a control-and-coordination mechanism. (Spiro,Stanton, & Rich,2004). According to Shapiro (2002), if marketing and sales do not

Define Marketing

593 words - 2 pages competition and stand out from the rest. Marketing focuses on customers and what they need and want from a product or service (More Business, 2007). From business cards to hosting a charity event in the community, everything you do within your company sends a message to the customer.A few examples from the business industry is a branch sales manager is the connection between the marketing department and sales staff. The marketing department is in charge

online mktg

705 words - 3 pages ties together the creative and technical aspects of the Internet, including design, development, advertising, and sales. Internet marketing also refers to the placement of media along many different stages of the customer engagement cycle through search engine marketing (SEM), search engine optimization (SEO), banner ads on specific websites, email marketing, mobile advertising, and Web 2.0strategies. Marketing effectively online is a challenge

Marketing Mix Strategy to Achieve Marketing Objectives

935 words - 4 pages periods such as ten years as a way of sales promotion. Works Cited Belz, F., & Peattie, K 2012, Sustainability marketing: a global perspective (2nd ed.). Hoboken, N.J.: Wiley. Cadogan, J. W 2009, Marketing strategy. London: SAGE. Gupta, K 2010, Innovative marketing strategy balancing commercial goal and corporate social responsibility. Mumbai [India: Himalaya Pub. House. Jackson, N. A 2013, Promoting and marketing events: theory and practice

Similar Essays

Marketing And Sales Ownership Essay

887 words - 4 pages Chart: Marketing and Sales Ownership In the chart above, you will see on the y axis that the marketing team has primary responsibility and ownership of the first two buyer steps located on the x axis. But you will also notice the word scale in the chart on the left. Marketing can cast a wider net than sales, albeit, it’s not as precisely relevant as it is on the right. The messages are more generalized because the provider is helping the

Sales And Marketing Management Essay

10356 words - 41 pages - lated. The authors have linked the seven criti- cal business functionsbasic planning, general bookkeeping and accounting practices, financial planning and loan proposals, sales and marketing, advertising and promotion, personnel and produc- tion under three major audits: the management audit, the operations audit and the financial audit, as outlined in Figure 1. In the healthy and financially sound small busi- ness, these seven functional areas are

Difference Between Marketing And Sales Essay

649 words - 3 pages What's The Difference Between Sales & Marketing?Many people mistakenly think that selling and marketing are the same-they aren't. The marketing process is broad and includes all of the following:1.Discovering what product, service or idea customers want.2.Producing a product with the appropriate features and quality.3.Pricing the product correctly.4.Promoting the product; spreading the word about why customers should buy it.5.Selling and

Sales And Marketing For Riordan Essay

990 words - 4 pages Title Riordan Sales and Marketing, in the past have used paper and pencil to track information on customer data, shipping, and company inventory. In the last couple of years the sales and marketing group upgraded to an electronic database that including the following databases. Shipping data for with dates on payment, delivery, and order. Inventory on company plastic products such as bottles, fans, heart values, and medical