by Chan Ka-tak. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1990. / Bibliography: leaves 82-84. / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.v / LIST OF ILLUSTRATIONS --- p.vii / LIST OF TABLES --- p.viii / ACKNOWLEDGMENTS --- p.ix / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Background of the Study --- p.1 / Problem Identification --- p.3 / Research Objective --- p.3 / Company Background --- p.4 / History and Organization --- p.4 / Sales Department --- p.7 / Summary --- p.10 / Notes --- p.11 / References --- p.11 / Chapter II. --- LITERATURE REVIEW --- p.12 / Introduction --- p.12 / Motivation --- p.12 / What is Motivation? --- p.12 / The Role and Characteristics of Motivation --- p.14 / Key Factors in Motivation --- p.15 / Theories of Motivation --- p.17 / Need Theories --- p.18 / Hierarchy of Needs --- p.18 / Motivation-Hygiene Theory --- p.21 / Achievement-Motivation Theory --- p.22 / Expectancy Theory --- p.23 / Supervision --- p.24 / What is Supervision? --- p.24 / The Role of Supervision --- p.25 / The Process of Supervision --- p.25 / Tools for Supervision --- p.26 / Summary --- p.29 / References --- p.29 / Chapter III. --- METHODOLOGY --- p.31 / Introduction --- p.31 / Research Design --- p.31 / Sources of Data --- p.32 / Secondary Data --- p.32 / Primary Data --- p.32 / Questionnaire --- p.34 / References --- p.35 / Chapter IV. --- RESEARCH RESULTS --- p.36 / Introduction --- p.36 / Data Analysis --- p.36 / Motivation --- p.37 / General Background --- p.37 / Motivation System --- p.39 / Promotion --- p.45 / Compensation --- p.46 / Supervision --- p.49 / General Background --- p.49 / Quota --- p.51 / Report System & Others --- p.52 / Summary --- p.53 / References --- p.54 / Chapter V. --- DISCUSSION AND RECOMMENDATIONS --- p.55 / Introduction --- p.55 / Discussion --- p.55 / Motivation --- p.55 / Supervision --- p.62 / Recommendations --- p.66 / General --- p.66 / Motivation System --- p.67 / Supervision System --- p.68 / Limitations --- p.71 / References --- p.73 / APPENDICES --- p.74 / Chapter 1. --- Questionnaire for Management --- p.75 / Chapter 2. --- Questionnaire for Salesmen --- p.78 / BIBLIOGRAPHY --- p.82
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_318548 |
| Date | January 1990 |
| Contributors | Chan, Ka-tak., Chinese University of Hong Kong Graduate School. Division of Business Administration. |
| Publisher | Chinese University of Hong Kong |
| Source Sets | The Chinese University of Hong Kong |
| Language | English |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, ix, 84 p. : ill. ; 30 cm. |
| Rights | Use of this resource is governed by the terms and conditions of the Creative Commons “Attribution-NonCommercial-NoDerivatives 4.0 International” License (http://creativecommons.org/licenses/by-nc-nd/4.0/) |
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