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The Impact of Performance Management and Empowering Leadership on Personal Motivation

In: Proceedings of the 19th International Symposium on Management (INSYMA 2022)

Author

Listed:
  • Andre Omarhadi

    (Petra Christian University)

  • Hatane Semuel

    (Petra Christian University)

  • Serli Wijaya

    (Petra Christian University)

Abstract

The Covid-19 pandemic has brought the world into a new era that has demanded changes in various sectors, including the management of salesforces in retail stores. Due to the pandemic, changes in consumers’ habits have raised challenges for salesforce management to increase its salesforces’ personal motivation to encourage optimal work behavior. This study aims to identify the impact of performance management and empowering leadership on constructing the personal motivation of the salesforces in the retail market. The survey of this research was conducted on 223 salesforces from various sectors, such as food & beverages, personal care, home care, etc., in East Java, Indonesia. The data obtained in this study were discussed in two parts, the first is a descriptive analysis, and the second is an analysis of the relationship between concepts. This study reveals that performance management and empowering leadership directly and significantly affect the personal motivation of the salesforces in the retail market.

Suggested Citation

  • Andre Omarhadi & Hatane Semuel & Serli Wijaya, 2023. "The Impact of Performance Management and Empowering Leadership on Personal Motivation," Advances in Economics, Business and Management Research, in: Werner Ria Murhadi & Dudi Anandya & Noviaty Kresna Darmasetiawan & Juliani Dyah Trisnawati & Putu An (ed.), Proceedings of the 19th International Symposium on Management (INSYMA 2022), pages 789-795, Springer.
    • Handle: RePEc:spr:advbcp:978-94-6463-008-4_99
    DOI: 10.2991/978-94-6463-008-4_99
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