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Motivating Salespersons: Exploring the Influential Factors of Salesperson Behavior of Textile Products
Corresponding Author(s) : Jamshid Jalilov
American Journal of Economics and Business Management,
Vol. 8 No. 4 (2025): April
Abstract
Motivation plays a crucial role in enhancing employee performance, particularly in sales oriented industries like textiles, where competitive market dynamics demand strategic human resource practices. In the context of Uzbekistan’s textile sector, motivational strategies are often underdeveloped or inconsistently applied, limiting their effectiveness in driving salesperson performance. Despite extensive global literature on motivation, there is a lack of empirical investigation into how various motivational strategies impact sales personnel behavior in Uzbekistan’s textile industry. This study aims to explore and evaluate the effectiveness of different motivational strategies on salespersons in textile product organizations in Tashkent. Through sociological surveys conducted among sales personnel, the study measures perceptions of motivational methods such as economic incentives, participatory management, and communication development. Economic incentives emerged as the most valued yet under-implemented strategy (M=5.72 vs. M=2.52), while communication skills development was both frequently applied and highly rated in importance (M=5.42). Psychological and behavioral approaches also held significant influence. This research uniquely contextualizes motivation within the Uzbek textile sector, offering a classification of five motivational strategy types and revealing discrepancies between perceived importance and actual implementation. The findings underscore the need for transparent compensation systems, tailored motivational approaches, and ongoing dialogue between management and staff. Enhancing these practices may improve retention, drive productivity, and inform policy adjustments in textile marketing management.
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- R. P. Nitafan и J. C. Camay, «Work Motivation and Job Satisfaction of Local Government Employees in Matalam, Cotabato Philippines: A Basis for Intervention Program», Int. J. Humanit. Educ. Dev. IJHED, т. 2, вып. 6, сс. 534–542, 2020.
- J. G. Jalilov, «Use of Motivation Methods used to Motivate Media in Light Industry Enterprises», Econ. Innov. Technol., вып. 25, 2018.
- Sh. Shodmonov, R. Alimov, и T. Juraev, Theory Economy. Tashkent: Finance, 2018.
- P. Przybylski, «The Three-Cornered Contract in Psychotherapy of the Adolescent and Their Parents», Eduk. Anal. Transakcyjna, т. 10, сс. 115–128, 2021, doi: 10.16926/eat.2021.10.06.
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- P. Kotler и G. Armstrong, Principles of Marketing, 19th изд. New Jersey, USA: Pearson Education Inc, 2023.
- R. W. Griffin и J. M. Phillips, Organizational Behavior: Managing People and Organizations, 14th изд. Cengage, 2023.
- S. P. Robbins, Organizational Behavior. New Jersey, USA: Prentice Hall, 2021.
- B. Simamora, «Modeling Passionate Decisions», Manag. Sci. Lett., сс. 139–154, 2021.
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- B. Simamora и E. V. Mutiarawati, «Is the 2X2 model better than the Trichotomous model? Achievement goals validation and comparison in the new versus old student segments», Int. J. Eval. Res. Educ., т. 10, вып. 1, 2021.
- H. Schumann, «How to Help Your Staff Fall in Love with Their Job: Extrinsic vs. Intrinsic Motivation», Recognition and Engagement Excellence Essentials. 2017 г.
- G. Gavric, M. Čukanović-Karavidić, и D. Pešić, «Employee Motivation and Cultural Influence», Int. Rev., сс. 82–87, 2020.
- C. F. Chien, S. Dauzère-Pérès, W. T. Huh, Y. J. Jang, и J. R. Morrison, «Artificial Intelligence in Manufacturing and Logistics Systems: Algorithms, Applications, and Case Studies», Int. J. Prod. Res., т. 58, вып. 9, сс. 2730–2731, 2020.
- C. Huang, «Achievement Goals and Self-Efficacy: A Meta-Analysis», т. 19, сс. 119–137, 2016, doi: 10.1016/j.edurev.2016.07.002.
- I. N. Sycheva, O. Yu. Voronkova, I. V. Kovaleva, A. F. Kuzina, S. A. Bannikov, и S. V. Titova, Int. J. Econ. Bus. Adm., т. VII, вып. Special Issue 1, сс. 570–582, 2019.
References
R. P. Nitafan и J. C. Camay, «Work Motivation and Job Satisfaction of Local Government Employees in Matalam, Cotabato Philippines: A Basis for Intervention Program», Int. J. Humanit. Educ. Dev. IJHED, т. 2, вып. 6, сс. 534–542, 2020.
J. G. Jalilov, «Use of Motivation Methods used to Motivate Media in Light Industry Enterprises», Econ. Innov. Technol., вып. 25, 2018.
Sh. Shodmonov, R. Alimov, и T. Juraev, Theory Economy. Tashkent: Finance, 2018.
P. Przybylski, «The Three-Cornered Contract in Psychotherapy of the Adolescent and Their Parents», Eduk. Anal. Transakcyjna, т. 10, сс. 115–128, 2021, doi: 10.16926/eat.2021.10.06.
J. G. Jalilov, G. Ostonoqulova, N. Alimkhodjaeva, и B. Muhsinov, «Relationship of Strategy and Status of Marketing Service in the Enterprise», Int. J. Adv. Res. Sci. Eng. Technol., т. 8, вып. 5, сс. 17411–17416, 2021.
P. Kotler и G. Armstrong, Principles of Marketing, 19th изд. New Jersey, USA: Pearson Education Inc, 2023.
R. W. Griffin и J. M. Phillips, Organizational Behavior: Managing People and Organizations, 14th изд. Cengage, 2023.
S. P. Robbins, Organizational Behavior. New Jersey, USA: Prentice Hall, 2021.
B. Simamora, «Modeling Passionate Decisions», Manag. Sci. Lett., сс. 139–154, 2021.
J. G. Jalilov, G. Ostonoqulova, и B. Muhsinov, «Mechanisms of Economic Analysis of Marketing Activities», Int. J. Acad. Res. Bus. Arts Sci., т. 3, вып. 5, сс. 153–158, 2021.
B. Simamora и E. V. Mutiarawati, «Is the 2X2 model better than the Trichotomous model? Achievement goals validation and comparison in the new versus old student segments», Int. J. Eval. Res. Educ., т. 10, вып. 1, 2021.
H. Schumann, «How to Help Your Staff Fall in Love with Their Job: Extrinsic vs. Intrinsic Motivation», Recognition and Engagement Excellence Essentials. 2017 г.
G. Gavric, M. Čukanović-Karavidić, и D. Pešić, «Employee Motivation and Cultural Influence», Int. Rev., сс. 82–87, 2020.
C. F. Chien, S. Dauzère-Pérès, W. T. Huh, Y. J. Jang, и J. R. Morrison, «Artificial Intelligence in Manufacturing and Logistics Systems: Algorithms, Applications, and Case Studies», Int. J. Prod. Res., т. 58, вып. 9, сс. 2730–2731, 2020.
C. Huang, «Achievement Goals and Self-Efficacy: A Meta-Analysis», т. 19, сс. 119–137, 2016, doi: 10.1016/j.edurev.2016.07.002.
I. N. Sycheva, O. Yu. Voronkova, I. V. Kovaleva, A. F. Kuzina, S. A. Bannikov, и S. V. Titova, Int. J. Econ. Bus. Adm., т. VII, вып. Special Issue 1, сс. 570–582, 2019.