Abstract:
This study examined marketing executives’ sales performance motivations in Deposit Money Banks in Nigeria. The specific objectives include: (i) to determine the influence of motivation on both objective and subjective performance of marketing executives in Nigerian Deposit Money Banks and (ii) to determine how these 14 motivational variables: basic salary, monthly rent allowance, re-imbursement of selling expenses, commission, official cars, promotion opportunities, awards, job security, job autonomy, performance communication feedback, marketing mix tool, job dismissal, promotion delays and suspension from work as punitive measures influence performance of marketing executives in Nigerian Deposit Money Banks. Quantitative survey research design methodology was adopted for the study. By gathering primary data from 334 bank marketing executives and 219 business managers using structured questionnaire and MANCOVA statistical tool for testing the hypotheses and analyzing the data, findings revealed that: motivation has strong and positive influence on both objective and subjective performance of marketing executives in Nigerian Deposit Money Banks and (ii) all the motivational tools mentioned above have strong and positive influence on both objective and subjective performance of marketing executives in Nigerian Deposit Money Banks except monthly rent, official cars and suspension from job. It was recommended that bank managers should pay adequate attention to those motivational tools that have strong positive influence on performance of marketing executives and de-emphasize expenditures on those that do not.
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