IDEAS home Printed from https://ideas.repec.org/a/taf/oabmxx/v4y2017i1p1389332.html
   My bibliography  Save this article

Creating employees’ motivational paths in the retail trade

Author

Listed:
  • Teuvo Kantanen
  • Saara Julkunen
  • Esa Hiltunen
  • David Nickell

Abstract

This study examines the manifestation of intrinsic motivation by exploring the sources of intrinsic and extrinsic motivation among employees of a retail hypermarket. The research uses narrative and ethnographical analysis from 24 interviews. Two unique dimensions were created for motivational power—source and growth process—for a new typology of work motivation. The typology consists of four processes: intrinsic regulation, intrinsic valuation, extrinsic valuation, and extrinsic regulation. The results show how intrinsic motivation can be reinforced through these processes. Recommendations are presented for different personnel teams in the service sector.

Suggested Citation

  • Teuvo Kantanen & Saara Julkunen & Esa Hiltunen & David Nickell, 2017. "Creating employees’ motivational paths in the retail trade," Cogent Business & Management, Taylor & Francis Journals, vol. 4(1), pages 1389332-138, January.
    • Handle: RePEc:taf:oabmxx:v:4:y:2017:i:1:p:1389332
    DOI: 10.1080/23311975.2017.1389332
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/23311975.2017.1389332
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/23311975.2017.1389332?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Arnold, Todd J. & Palmatier, Robert W. & Grewal, Dhruv & Sharma, Arun, 2009. "Understanding Retail Managers’ Role in the Sales of Products and Services," Journal of Retailing, Elsevier, vol. 85(2), pages 129-144.
    2. Miao, C. Fred & Evans, Kenneth R. & Shaoming, Zou, 2007. "The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited," Journal of Business Research, Elsevier, vol. 60(5), pages 417-425, May.
    3. Garcia, Primo & Hardy, Cynthia, 2007. "Positioning, similarity and difference: Narratives of individual and organizational identities in an Australian university," Scandinavian Journal of Management, Elsevier, vol. 23(4), pages 363-383, December.
    4. Lindenberg, Siegwart, 2001. "Intrinsic Motivation in a New Light," Kyklos, Wiley Blackwell, vol. 54(2-3), pages 317-342.
    5. George P. Huber & Danial J. Power, 1985. "Retrospective reports of strategic‐level managers: Guidelines for increasing their accuracy," Strategic Management Journal, Wiley Blackwell, vol. 6(2), pages 171-180, April.
    6. Arnold, Todd & Flaherty, Karen E. & Voss, Kevin E. & Mowen, John C., 2009. "Role Stressors and Retail Performance: The Role of Perceived Competitive Climate," Journal of Retailing, Elsevier, vol. 85(2), pages 194-205.
    7. Siegwart Lindenberg, 2001. "Intrinsic Motivation in a New Light," Kyklos, Wiley Blackwell, vol. 54(2‐3), pages 317-342, May.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Johan Graafland, 2020. "Competition in technology and innovation, motivation crowding, and environmental policy," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 27(1), pages 137-145, January.
    2. Gauguier, Jean-Jacques, 2009. "L’industrialisation de l’Open Source," Economics Thesis from University Paris Dauphine, Paris Dauphine University, number 123456789/4388 edited by Toledano, Joëlle.
    3. Puiu Andreea-Ionela, 2020. "Motivations of Young Consumers to Participate to Collaborative Consumption," Journal of Social and Economic Statistics, Sciendo, vol. 9(2), pages 43-55, December.
    4. Mamta Sharma & Gagandeep Kaur, 2015. "Effect Of Music Therapy On Intrinsic Motivation, Physical Self Efficacy And Performance Of Female Football Players," Working papers 2015-03-02, Voice of Research.
    5. Magnus Bergquist & Andreas Nilsson & Emma Ejelöv, 2019. "Contest-Based and Norm-Based Interventions: (How) Do They Differ in Attitudes, Norms, and Behaviors?," Sustainability, MDPI, vol. 11(2), pages 1-17, January.
    6. Andreu, Rafael & Riverola, Josep & Rosanas, Josep M. & de Santiago, Rafael, 2012. "Capability building and learning: An emergent behavior approach," IESE Research Papers D/952, IESE Business School.
    7. Bitzer, Jurgen & Schrettl, Wolfram & Schroder, Philipp J.H., 2007. "Intrinsic motivation in open source software development," Journal of Comparative Economics, Elsevier, vol. 35(1), pages 160-169, March.
    8. Osterloh, Margit & Rota, Sandra, 2007. "Open source software development--Just another case of collective invention?," Research Policy, Elsevier, vol. 36(2), pages 157-171, March.
    9. Johannes Huinink & Martin Kohli, 2014. "A life-course approach to fertility," Demographic Research, Max Planck Institute for Demographic Research, Rostock, Germany, vol. 30(45), pages 1293-1326.
    10. Yannis Georgellis & Vurain Tabvuma, 2010. "Does Public Service Motivation Adapt?," Kyklos, Wiley Blackwell, vol. 63(2), pages 176-191, May.
    11. Torgler, Benno & Demir, Ihsan C. & Macintyre, Alison & Schaffner, Markus, 2008. "Causes and Consequences of Tax Morale: An Empirical Investigation," Economic Analysis and Policy, Elsevier, vol. 38(2), pages 313-339, September.
    12. Holger Lengfeld & Jessica Ordemann, 2016. "The long shadow of occupation: Volunteering in retirement," Rationality and Society, , vol. 28(1), pages 3-23, February.
    13. Gottschalg, Oliver & Meier, Degenhard, 2005. "Interest alignment and firm performance," HEC Research Papers Series 825, HEC Paris.
    14. Andreas P. Kyriacou, 2010. "Intrinsic Motivation and the Logic of Collective Action: The Impact of Selective Incentives," American Journal of Economics and Sociology, Wiley Blackwell, vol. 69(2), pages 823-839, April.
    15. Vicente Calabuig & Gonzalo Olcina & Fabrizio Panebianco, 2017. "The dynamics of personal norms and the determinants of cultural homogeneity," Rationality and Society, , vol. 29(3), pages 322-354, August.
    16. Stanca, Luca & Bruni, Luigino & Corazzini, Luca, 2009. "Testing theories of reciprocity: Do motivations matter?," Journal of Economic Behavior & Organization, Elsevier, vol. 71(2), pages 233-245, August.
    17. Rigopoulou, Irini & Theodosiou, Marios & Katsikea, Evangelia & Perdikis, Nicholas, 2012. "Information control, role perceptions, and work outcomes of boundary-spanning frontline managers," Journal of Business Research, Elsevier, vol. 65(5), pages 626-633.
    18. Margit Osterloh & Sandra Rota, 2005. "Open Source software development ? just another case of collective invention?," CREMA Working Paper Series 2005-08, Center for Research in Economics, Management and the Arts (CREMA).
    19. Hamari, Juho & Koivisto, Jonna, 2015. "Why do people use gamification services?," International Journal of Information Management, Elsevier, vol. 35(4), pages 419-431.
    20. Gabriel Abu-Tayeh & Oliver Neumann & Matthias Stuermer, 2018. "Exploring the Motives of Citizen Reporting Engagement: Self-Concern and Other-Orientation," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 60(3), pages 215-226, June.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:oabmxx:v:4:y:2017:i:1:p:1389332. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://cogentoa.tandfonline.com/OABM20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.