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Relevance of theories of Motivation in retail business: A study on Retailer’s decision making process

Author Affiliations

  • 1Department of Management, BIT, Durg, CSVT University, CG, India
  • 2Department of Management, SSIPMT, Raipur, CSVT University, CG, India

Res. J. Management Sci., Volume 5, Issue (4), Pages 7-11, April,6 (2016)


The research objective is to gain attention to the relevance of theories of motivation in Retail business. The study specially wanted to define the role of factors associating in individual theories of motivation for motivating consumers to buy or not to buy from a retail store. To study the factors in each and their importance in retailing an empirical study is conducted. Discussions in the study suggest that motivation theories have their own importance as per the factors available to encourage consumer to take purchasing decisions. Purposefully there is a need to design a motivation system according to individual retail unit based on different variables which should consider extension, enhancement, encouragement and monetary and non-monetary benefits. This will facilitate the retailer to identify, encourage, provide, and maintain consumer effectively and efficiently.


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