Examining Motivation Systems for Female Sales Representatives: A Case Study in Pet Supplies Industry

Abstract

The purpose of this study aimed to explore the preferences of female pet supplies sales representatives regarding motivation systems. The participants were 72 female sales reps from one of the largest pet products retail companies of Taiwan. Two surveys and interviews were conducted in this study. The findings show that the participants were satisfied with the company’s motivation systems, where social contribution, incentive travel, and promotion opportunities are the three highest-ranked rewards of all. Promotion, preservable announcement, and high-tech products prize were key extrinsic motivations, while the primary external reward is incentive travel. Suggestions are increasing the need for one-on-one consultations for employees and creating group panels to improve communication and understanding between employees, improving motivation systems and emphasizing reward systems that can significantly enhance employee satisfaction. The implications highlight the importance of reward systems and promotion, especially overseas travel, to employee preferences in order to foster motivation and job satisfaction.