| Abstract [eng] |
The aim of the Master's thesis is to identify and analyze the intrinsic and extrinsic motivation of sales professionals who work in FMCG sector (B2B) and relationship between motivation and intention to leave the organisation. The methods used for the research: analysis of scientific literature, articles comparison, generalization and systematization in tables. Empirical research: questionnaire and statistical analysis of research data. The study data were processed using IBM SPSS Statistics (Statistical Package for the Social Sciences) version 26.0 and Cronbach's alpha verification method for checking the compatibility of internal questionnaire scales. In order to evaluate the interrelationships of the variables provided in the work tasks, the following methods of statistical analysis were used: 1) Linear regression analysis; 2) Mann-Whitney U test for two samples; 3) ANOVA, Kruskal-Wallis test analysis - analysis of the influence of socio-demographic characteristics on variables. The conclusions and recommendations of the research are presented. The results of the study shows that there is a relationship between intrinsic and extrinsic motivation and intention to leave the organisation. The intention to leave the organisation is more influenced by extrinsic motivation than intrinsic, and it was also found that the intrinsic motivation of an employee has a significantly negative relationship in regards to the intention to leave the organisation. The Master's thesis consists of five parts. The first part provides the concept of employee motivation and intrinsic and extrinsic motivation factors. The second part unveils the concept of employees' intention to leave the organisation and the factors that determine such case. The third part reviews the scientific literature and research on the relationship between motivation and intention to leave the organisation. The fourth part addresses the research methodology of the relationship between the motivation of sales professionals and the intention to leave the organisation, which is based on the analysis of the scientific literature; constructs are being presented as well to determine intrinsic and extrinsic motivation and intention to leave the organisation. The fifth part presents the study and discusses the results of the study. The conclusions and suggestions of the Master's thesis provide a brief overview of the literature, the most important results of the author's work and suggestions, recommendations for managers, human resources managers and for employees who seek to use knowledge at work to help effectively motivate sales professionals in organisations. This material should also be useful for further research. |
