Browsing by Subject "Work engagement"

Now showing 1 - 3 of 3
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    Business-to-business sellers’ motivations in sales performance – A six-dimensional framework proposition
    (AOSIS Publishing, 2023-09-15) Rodríguez Herrera, Rocío; Roberts Lombard, Mornay; Høgevold, Nils; Svensson, Göran; Comercialización e Investigación de Mercados
    Background: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings. Aim: The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers’ motivations in sales performance. Setting: The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the product-orientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies. Method: In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires. Results: The findings indicate that the dimensions of B2B sellers’ motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals. Conclusion: The study offers an increased understanding on how to structure B2B sellers’ motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement. Contribution: The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers’ motivations in a six-dimensional framework.
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    Motivación y compromiso laboral en una población de profesionales de Enfermería
    (Universidad de Murcia : servicio de publicaciones, 2026) Santana Padilla, Yeray Gabriel; Sánchez Barber, Fayna; Soria Martín, Dara Carolina; Reyes Reyes, Oliver; Sin departamento asociado
    Background:The motivation and work engagement of healthcare professionals are an area of interest for healthcare management. Nurses, midwives, and nursing assistants (TCAE) represent an essential resource in the healthcare system. Objective: to analyze the relationship between motivation and work engagement in nursing professionals at a tertiary hospital, describing the levels of each construct and its dimensions.Material and Method: Descriptive-correlational transversal observational study conducted at a single center using a questionnaire. The participants were nursing staff. Work motivation was measured using Hackman and Oldham's Job Diagnosis Survey (JDS) scale, and work engagement was assessed with the shortened Utrecht Work Engagement Scale (UWES-9). Both scales were analysed based on their total scores and underlying dimensions.Outcomes: 350 nursing professionals participated in the survey. The most represented category was nurses with 177 (50.6%), followed by nursing assistants with 146 (41.7%) and midwives with 27 (7.7%). The JDS and UWEs-9 scale scores were 77.16± 8.786 and 4.49±1.130, respectively. On the JDS scale, midwives had significantly higher scores for task variety (p<0.001), while nursing assistants had higher scores for task identity (p<0.001) and feedback (p<0.001). In terms of work engagement, dedication and absorption scored highly with 4.81 and 4.29.Conclusions:The level of motivation and work engagement are average. As points for action, better feedback on performance and the impact of tasks on midwives and nurses is needed.
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    The role of propensity to moral disengagement in the predictionof non-ethics outcomes at work
    (Universidad de Murcia. Servicio de Publicaciones, 2025) Ramos-Villagrasa, Pedro J.; Fernández-del-Río, Elena; Reig-Botella, Adela; Clemente, Miguel
    There is a strong evidencesupporting the influence of propensi-ty to moral disengagement (PMD) on ethical outcomes at work. Complementing previous research, this study analyzes the relationship of PMD with Big Five and Dark Tetrad personality traits, and if PMD predicts out-comes that have no ethical basis but are relevant to organizational success (i.e., task performance, adaptive performance, and work engagement). The design was cross-sectional. A total of 405 employees from different organizations being involved in the study, filling a questionnaire with the variables of interest. All workers voluntarily agreed to participate and were informed about the study, their role as participants, and the confidentiality of their responses. Data were analyzed using descriptive statistics, correlations analysis and hierarchical regression analyses.The results show that: (1) Big Five and the Dark Tetrad are determinants of PMD; (2) PDM predicts task performance, adaptive performan