|dc.description.abstract||From exploring earlier to more contemporary theories of motivation, it is clear that there is
not one best way to motivate employees. These theories define a range of factors which
drive motivation from both an extrinsic and intrinsic stand point. Extrinsically, it is believed
that financial reward has the ability to act as a motivator for employees and as the company
of interest, Chisholm Hunter Ltd., award bonuses to staff members who achieve monthly
targets, the concept of performance related pay is explored and related back to the theories
The aim of this research is to gain an insight into the motivation of sales employees within
this company, to distinguish whether or not these individuals are most motivated by the
prospect of a financial reward or other potential methods.
For the research, a qualitative study was used to gather data from two sample groups from
three branches of Chisholm Hunter Ltd. These groups were split according to the
participants' role within the company as both sales assistants and members of their
management were used in the study. Sample One, participated in semi-structured interviews
whereas Sample Two completed structured interviews both of which were held face-to-face.
The data collected provided two perspectives which were compared through the process of
thematic analysis, which provided key themes to be discussed and analysed in accordance
with the literature surrounding the topic.
Results from this study highlight that the respondents of this sample did find that money had
the ability to motivate people, yet many felt this was not the method most suited to intensify
their own personal levels of motivation. The participants identified more with intrinsic
methods of increasing motivation such as achievement, praise and teamwork. In addition to
this, it was concluded that not only do potential methods have the ability to either motivate or
demotivate people; they can also cause employees to act in inappropriate ways which they
would not usually engage. This is not in the company, employees or their co-workers best