Relevance of theories of Motivation in retail business: A study on Retailer’s decision making process
- 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.
- TH (2016)., The Hindu, http://www.thehindu.com/ business/Industry/indian-retail-market-to-reach-47-lakh-crore-by-201617 study/article 5677176.ece
- Pinder C.C. (1998)., Work motivation in organizational Behavior., Upper saddle River, NJ, Prentice Hall.
- Todes J.L., McKinney J. and Ferguson W. Jr. (1977)., Management and Motivation., New York, Harper and Row.
- Hersey P. and Blanchard K. (1977)., Management of Organisational Behaviour. Englewood Cliffs, Prentice Hall., undefined
- Dickson W.J. (1973)., Hawthorne experiments., In C. Heyel (ed.), The encyclopedia of management, New York, Van Nostrand Reinhold, 2nd ed., 298-302.
- Decenzo D.A. (2001)., Fundamentals of Management., Essentials Concepts and Application, Prentice Hall, New Jersey.
- Lawler E.E. (1986)., High Involvement Management., Participative Strategies for Improved Organizational Performance, San-Francisco, Jossey – Bass, California.
- Kreitner R. (1995)., Management (6th ed.)., Boston: Houghton Mifflin Company.
- Buford J.A., Jr. Bedeian A.G. and Lindner J.R. (1995)., Management in Extension (3rd ed.) Columbus, Ohio:, Ohio State University Extension.
- Bedeian A.G. (1993)., Management (3rd ed.)., New York, Dryden Press.
- Iguisi O. (2009)., Motivation-related values across cultures., African Journal of Business Management, 3(4), 141-150.
- Vroom V.H. (1964)., Work and motivation., Wiley, New York.
- Maslow A.H. (1943). A theory of human motivation. Psychological Review, 50, 370-396.doi:10.1037/ h0054346, http://dx.doi.org/10.1037/h0054346, undefined, undefined
- Maslow A. (1954)., Motivation and Personality., McGraw Hill, New York.
- Oishi S. (1999)., Cross-cultural variations in predictors of life satisfaction: Perspectives from Needs and Values., Personality and Social Psychological Bulletin, 25(8), 980-990. doi:10.1177/01461672992511006, http:// dx.doi.org/10.1177/01461672992511006
- McClelland D.C. (1961)., The achieving society., Princeton NJ, Van Norstrand.
- Herzberg F. (1966)., Work and the nature of man., OH: World Publishing Company, Cleveland.
- Stephen P. Robbins (2009)., Organizational Behaviour., International Version, 13/E, Pearson Higher Education.
- Arnold H.J. and Feldman D.C. (1986)., Organisational behaviour., McGraw-Hill International, Singapore.
- Oosthuizen T.F.J. (2001)., Motivation influencing worker performance in a technical division of Telkom SA,, Acta Commercii, 1, 19-30.
- Spector P.E. (2000)., Organisational Psychology., Research and practice, John Wiley and Sons, New York.
- Greenberg J. and Baron R.A. (2003)., Behaviour in organisations (8th ed.)., Pearson Education International, New Jersey.
- Armstrong M. (1991)., A handbook of personnel management (4th ed.)., Kogan Page, London.
- Muchinsky P.M. (1990)., Psychology applied to work. Brooks-Cole,, California.
- Robbins S.P. (1998)., Organisational Behaviour (8th ed.)., Prentice Hall, New Jersey.
- Weaver T. (1988)., Theory M: motivating with money., Cornell HRA Quarterly, 29(3), 40–45.
- Maslow A. (1954)., Motivation and personality., McGraw Hill, New York.
- Alderfer C. (1969)., An empirical test of a new theory of human needs., Organizational Behavior and Human Performance, 4, 142–175.
- Heider F. (1958)., The psychology of interpersonal relations., John Wiley, New York.
- Adams J.S. (1965)., Inequity in social exchange., In L. Berkowitz (ed.), Advances in experimental social psychology, Academic Press, New York.
- Locke E.A. (1976)., The supervisor as \"motivator\": his influence on employee performance and satisfaction., Heath and Company, Washington.