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In The Context Of The Motivation Of Sales Power The Effect of Financial, Indirect Financial And Non-Financial Instruments On The Turnover Intention

Year 2020, Cumhuriyet Armağan Sayısı, 51 - 70, 28.10.2020
https://doi.org/10.18026/cbayarsos.599609

Abstract

This study aims to investigate to relationship between financial, indirect finacial and non- financial instruments and turnover intention. The sample group of research consists of 204 employees who have the title of medical promotion specialist in Mersin. In the scope of the study, motivational scale which is composed of three dimensions in total consisting of financial, indirect financial and non financial motivational scale and turnover intention scale was used for data collection. Statistical methods used in this research can be summarized as factor analysis Pearson Correlation test, regression analysis. According to research findings indicate that there is a statistically significant and negative relationship between financial instruments, indirect financial instruments, non fınancial instruments and turnover intention. Moreover, research findings indicate that financial and non financial instruments have negative effect on turnover intention. It is also determined that indirect financial instruments have no effect on the employee turnover intentions.

References

  • AGUENZA, Benjamin. Balbuena, SOM, Ahmet Puad Mat,. (2012), “Motivational Factors Of Employee Retention And Engagement In Organizations”, International Journal of Advances in Management and Economics, C:1, S:6,ss. 88- 95.
  • BAKAN, İsmail, (2011). Örgütsel Bağlılık Kavram, Kuram, Sebep Ve Sonuçlar, Gazi Kitabevi, Ankara.
  • BARON, Robert. A. (1991), “Motivation in Work Settings: Reflections On The Core Of Organizational Research”, Motivation and Emotion, C:15, S:1,ss. 1-8.
  • BONENBERGER, Marc, Moses AİKİNS, Patricia AKWEONGO, Kaspar WYSS, (2014), “The Effects Of Health Worker Motivation And Job Satisfaction On Turnover Intention In Ghana: A Cross-Sectional Study”, Human resources for health, C:12(1),S: 43,ss. 1-12.
  • Cammann, C., Fichman, M., JenkinS, D.,KleSH, J. (1979) The Michigan Organizational Assessment Questionnaire. Unpublished Manuscript, University of Michigan, Ann Arbor, MI.
  • COETZEE, Melinde, Jeannette VAN DYK, (2018),” Workplace Bullying And Turnover İntention: Exploring Work Engagement As A Potential Mediator”, Psychological Reports, C: 121, S:2, ss. 375-392.
  • COHEN, Aoron, Urs E. GATTİKER, (1994), “Rewards And Organizational Commitment Across Structural Characteristics: A Meta-Analysis”, Journal of Business and Psychology, C: 9, S:2 ,ss. 137-157.
  • ÇOKLUK, Ömay., Güçlü ŞEKERCİOĞLU, Şener BÜYÜKÖZTÜRK, (2016), Sosyal Bilimler İçin Çok Değişkenli İstatistik: SPSS ve Lisrel Uygulamaları, Pegem Akademi:Ankara.
  • DECONİNCK, James B., Hollye K. MOSS, H. K., Mary Beth DECONİNCK, (2018), “The relationship Between Servant Leadership, Perceived Organizational Support, Performance, And Turnover Among Business To Business Salespeople”, Global Journal of Management and Marketing, C:2, S:1, ss. 38-52.
  • DE GİETER, Sara, Joeri HOFMANS, (2015), “How Reward Satisfaction Affects Employees’ Turnover İntentions And Performance: An İndividual Differences Approach”, Human Resource Management Journal, C:25, S:2, ss. 200-216.
  • DUTTA, Bholanath, (2011), Sales and Distribution Management, International Publishing House: New Delhi.
  • DYSVİK, Anders, Bard KUVAAS, (2010), “Exploring The Relative And Combined Influence Of Mastery-Approach Goals And Work Intrinsic Motivation On Employee Turnover Intention”. Personnel Review, C:39, S:5, ss.622-638.
  • EGAN, Tobby Marshall, Baiyin YANG, Kenneth R. BARTLETT, (2004), “The Effects Of Organizational Learning Culture And Job Satisfaction On Motivation To Transfer Learning And Turnover Intention”, Human resource Development Quarterly, C:15, S:3, ss. 279-301.
  • EREN, Erol, (2010), Örgütsel Davranış ve Yönetim Psikolojisi, 12. Baskı, Beta ,İstanbul.
  • FORD, John B., Earl HONEYCUTT, Antonis SİMİNTİRAS, (2003), Sales management: A Global Perspective, Routledge, NY.
  • GAGNÉ, Marylene , Edward L. DECİ, (2005). “Self‐Determination Theory And Work Motivation”, Journal Of Organizational Behavior, C:26, S:4, ss.331-362.
  • GALLETTA, Maura., Igor PORTOGHESE, Adalgisa BATTİSTELLİ, (2011), “Intrinsic Motivation, Job Autonomy And Turnover Intention in the Italian Healthcare: The Mediating Role Of Affective Commitment”, Journal of Management research, C:3, S:2, ss. 1-19.
  • GİLLESPİE, Erin Adamson, Stephanie M. NOBLE, (2017), Stuck Like Glue: The Formation And Consequences Of Brand Attachments Among Salespeople, Journal of Personal Selling & Sales Management, C:37, S:3,ss. 228-249.
  • GÜÇLÜ, Hatice, (2006), Turizm sektöründe durumsal faktörlerin örgütsel bağlılık üzerindeki etkisi, Anadolu Üniversitesi Sosyal Bilimler Enstitüsü, (Yayınlanmamış doktora tezi), Eskişehir.
  • GÜNEY, Salih, (2011), Örgütsel Davranış, Nobel, İstanbul.
  • GÜNEY, Salih, (2015), İnsan Kaynakları Yönetimi, 2.Baskı, Nobel, İstanbul.
  • GÜRBÜZ, Sait, (2017), İnsan Kaynakları Yönetimi: Teori, Araştırma Ve Uygulama, Seçkin, Ankara.
  • HALBESLEBEN, Jonathon R.B., Anthony R. WHEELER, (2008), “The Relative Roles Of Engagement And Embeddedness In Predicting Job Performance And Intention To Leave”, Work & Stress, C:22, S:3, ss.242-256.
  • HOUKES, Inge ., Peter P.M. JANSSEN, P. P., Jan de JONGE, Frans J.N. NİJHUİS, , (2001), “Specific Relationships Between Work Characteristics And İntrinsic Work Motivation, Burnout And Turnover Intention: A Multi-Sample Analysis”, European Journal of Work and Organizational Psychology, C:10, S:1, ss.1-23.
  • İEİS,(2019). “Dünya İlaç Pazarı” http://www.ieis.org.tr/ieis/tr/indicators/32/dunya-ilac-pazari. Erişim tarihi:16.06.2019.
  • JANSSEN, Peter P.M., Jan DE JONGE, J., Arnold B. BAKKER, (1999), “Specific Determinants Of Intrinsic Work Motivation, Burnout And Turnover Intentions: A Study Among Nurses,” Journal Of Advanced Nursing, C:29, S:(6), ss.1360-1369.
  • JOHNSON, Jeff. S., Ravipreet SOHI, (2017), “Getting Business-To-Business Salespeople To Implement Strategies Associated With Introducing New Products And Services, Industrial Marketing Management”, C:62, ss.137-149.
  • KHUSAİNOVA, Rushana, Ad De JONG, A., Nick LEE, Greg W.MARSHALL, John M. RUDD, (2018), “Defining Salesperson Motivation: Current Status, Main Challenges, And Research Directions”, Journal of Personal Selling & Sales Management, C:38, S:1,ss. 2-29.
  • KEAVENEY, Susan. M., James E. NELSON, (1993), “Coping With Organizational Role Stress: Intrinsic Motivational Orientation, Perceived Role Benefits, And Psychological Withdrawal”, Journal of the Academy of Marketing Science, C:21, S:2, ss.113-124.
  • KİM, Jungin, (2018), "The Contrary Effects Of Intrinsic And Extrinsic Motivations On Burnout And Turnover Intention In The Public Sector", International Journal of Manpower, C: 39 ,S: 3, ss. 486-500.
  • KİMURA, Takuma., Bande BELEN., Pilar FERNÁNDEZ-FERRÍN, (2019). “The Roles Of Political Skill And Intrinsic Motivation In Performance Prediction Of Adaptive Selling”, Industrial Marketing Management, C: 77, ss.198-208.
  • KPMG,(2018),https://assets.kpmg/content/dam/kpmg/tr/pdf/2018/01/sektorel-bakis-2018-ilac.pdf, Erişim tarihi: 16.02.2019.
  • LEE, Thomas. W., Terence R. MİTCHELL, (1994), “An Alternative Approach: The Unfolding Model Of Voluntary Employee Turnover”, Academy of Management Review, C:19, S:1, ss.51-89.
  • LEE, Shinwoo, (2018). “Employee Turnover And Organizational Performance In US Federal Agencies”, The American Review of Public Administration, C:48, S:6, ss.522-534.
  • MAERTZ, Carl P., Rodger W. GRİFFETH, (2004) “Eight Motivational Forces And Voluntary Turnover: A Theoretical Synthesis With Implications For Research”, Journal of Management, C:30, S:5, ss.667-683.
  • MALLİN, Michael. L., Bashar S. GAMMOH, B. S., Ellen Bolman PULLİNS, Catherine M. JOHNSON, (2017), “A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification”, Journal of Marketing Theory and Practice, C:25, S:4, ss.357-374.
  • MATHİEU, John E., Dennis M. ZAJAC, (1990), “ A Review And Meta-Analysis Of The Antecedents, Correlates And Consequences Of Organizational Commitment”, Psychological Bulletin, C:108,S: 2, ss.171-194.
  • NOWLIN, Edward, Doug WALKER, Dawn R. DEETER-SCHMELZ, Alexander HAAS, (2018), “Emotion in Sales Performance: Affective Orientation And Need For Cognition And The Mediating Role Of Motivation To Work”, Journal of Business & Industrial Marketing, C:33,S:1, ss.107-116.
  • ÖZDAŞLI, Kürşat, Hüseyin AKMAN, (2012), “İçsel Ve Dışsal Motivasyonda Cinsiyet Ve Örgütsel Statü Farklılaşması: Türk Telekomünikasyon Aş Çalışanları Üzerinde Bir Araştırma”, Visionary E-Journal/Vizyoner Dergisi, C:4, S:7, ss.73-81.
  • PENLEY,Larry E., Sam GOULD, (1988), “Etzioni's Model Of Organizational Involvement: A Perspective For Understanding Commitmentto Organizations”, Journal of Organizational Behavior, C:9, S:1, ss. 43-59.
  • POON, June M.L., (2004), “Effects Of Performance Appraisal Politics On Job Satisfaction And Turnover Intention”, Personnel Review, C:33, S:3, ss.322-334.
  • RICHER, Sylvie. F., Cealine BLANCHARD, Robert J. VALLERAND, (2002), “A Motivational Model Of Work Turnover”, Journal of Applied Social Psychology, C:32,S:10, ss.2089-2113.
  • SENCER, Muzaffer, Yakut IRMAK, (1984), Toplum Bilimlerde Yöntem, Onur Basımevi, İstanbul.
  • SEYREK, İbrahim Halil, Oğuz, İNAL, (2017), “İşten Ayrılma Niyeti İle İlişkili Faktörler: Bilgi Teknolojisi Çalışanları Üzerine Bir Araştırma”, Doğu Anadolu Sosyal Bilimlerde Eğilimler Dergisi, C:1, S:1, ss.43-62.
  • SHAH, Mahpara., Muzaffar ASAD, (2018), “Effect Of Motivation On Employee Retention: Mediating Role Of Perceived Organizational Support”, European Online Journal of Natural and Social Sciences, C:7, S:2, ss.511-520.
  • STAW, Barry M., (1980), “The Consequences Of Turnover, Journal Of Occupational Behaviour, C:1, 253-273.
  • STEERS, Richard M., (1977), “Antecedents And Outcomes Of Organizational Commitment”, Administrative Science Quarterly, C:22, S:1, ss.46-56.
  • TURGUT, Hakan, Semih SORAN, M.Fikret ATEŞ, (2017), “Örgütsel Özdeşleşme İşten Ayrılma Niyeti İlişkisinde Psikolojik Dayanıklılığın Aracı Rolü”, UİİİD-IJEAS, (16. UİK Özel Sayısı), 577-592.
  • UZUNSAKAL, Ece, Doğan YILDIZ, (2018), “Alan Araştırmalarında Güvenilirlik Testlerinin Karşılaştırılması ve Tarımsal Veriler Üzerine Bir Uygulama”, Uygulamalı Sosyal Bilimler Dergisi, C:2, S:1, ss.14-28.
  • YAPRAKLI, Şükrü, Mustafa Kemal YILMAZ, (2007), “Satış Gücü Motivasyonu-İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”, İşgüç The Journal Of Industrial Relations And Human Resources, C: 9, S:3,ss. 62-98.
  • YOUNİS, Nuzhat., Aamer AKRAM, Rao Aamir Khush NASEEB, (2013), “Career Devolopment And Organizational Commitment: Case Study Of A Pharmaceutical Organization in United Kingdom”, International Journal of Scientific and Research Publications, C: 3, S:12, 1-5.

Satış Gücünün Motivasyonu Bağlamında Finansal, Dolaylı Finansal ve Finansal Olmayan Araçların Çalışanların İşten Ayrılma Niyeti Üzerindeki Etkisi

Year 2020, Cumhuriyet Armağan Sayısı, 51 - 70, 28.10.2020
https://doi.org/10.18026/cbayarsos.599609

Abstract

Yapılan bu araştırma ile finansal araçlar, dolaylı finansal araçlar ve finansal olmayan araçlar ile işten ayrılma niyeti arasındaki ilişkinin tespit edilmesi amaçlanmaktadır. Araştırmanın örneklem grubunu Mersin ilinde faaliyet göstermekte olan tıbbi tanıtım uzmanı unvanına sahip 204 iş gören oluşturmaktadır. Çalışma kapsamında veri toplanmasında motivasyonu ölçmek için, üç boyuttan oluşan finansal, dolaylı finansal ve finansal olmayan araçlar değişkenlerini esas alan motivasyon ölçeği ile işten ayrılma niyeti ölçeği kullanılmıştır. Elde edilen veriler, faktör analizi, Pearson Korelâsyon analizi ve regresyon analizine tabi tutulmuştur. Araştırma sonucunda finansal, dolaylı finansal ve finansal olmayan araçlar ile işten ayrılma niyeti arasında negatif yönde ve istatistiksel olarak anlamlı bir ilişki olduğu ve ayrıca finansal ve finansal olmayan araçların işten ayrılma niyetini negatif yönde etkilediği tespit edilmiştir. Ayrıca dolaylı finansal araçların iş görenlerin işten ayrılma niyetleri üzerinde etkisinin olmadığı da belirlenmiştir.

References

  • AGUENZA, Benjamin. Balbuena, SOM, Ahmet Puad Mat,. (2012), “Motivational Factors Of Employee Retention And Engagement In Organizations”, International Journal of Advances in Management and Economics, C:1, S:6,ss. 88- 95.
  • BAKAN, İsmail, (2011). Örgütsel Bağlılık Kavram, Kuram, Sebep Ve Sonuçlar, Gazi Kitabevi, Ankara.
  • BARON, Robert. A. (1991), “Motivation in Work Settings: Reflections On The Core Of Organizational Research”, Motivation and Emotion, C:15, S:1,ss. 1-8.
  • BONENBERGER, Marc, Moses AİKİNS, Patricia AKWEONGO, Kaspar WYSS, (2014), “The Effects Of Health Worker Motivation And Job Satisfaction On Turnover Intention In Ghana: A Cross-Sectional Study”, Human resources for health, C:12(1),S: 43,ss. 1-12.
  • Cammann, C., Fichman, M., JenkinS, D.,KleSH, J. (1979) The Michigan Organizational Assessment Questionnaire. Unpublished Manuscript, University of Michigan, Ann Arbor, MI.
  • COETZEE, Melinde, Jeannette VAN DYK, (2018),” Workplace Bullying And Turnover İntention: Exploring Work Engagement As A Potential Mediator”, Psychological Reports, C: 121, S:2, ss. 375-392.
  • COHEN, Aoron, Urs E. GATTİKER, (1994), “Rewards And Organizational Commitment Across Structural Characteristics: A Meta-Analysis”, Journal of Business and Psychology, C: 9, S:2 ,ss. 137-157.
  • ÇOKLUK, Ömay., Güçlü ŞEKERCİOĞLU, Şener BÜYÜKÖZTÜRK, (2016), Sosyal Bilimler İçin Çok Değişkenli İstatistik: SPSS ve Lisrel Uygulamaları, Pegem Akademi:Ankara.
  • DECONİNCK, James B., Hollye K. MOSS, H. K., Mary Beth DECONİNCK, (2018), “The relationship Between Servant Leadership, Perceived Organizational Support, Performance, And Turnover Among Business To Business Salespeople”, Global Journal of Management and Marketing, C:2, S:1, ss. 38-52.
  • DE GİETER, Sara, Joeri HOFMANS, (2015), “How Reward Satisfaction Affects Employees’ Turnover İntentions And Performance: An İndividual Differences Approach”, Human Resource Management Journal, C:25, S:2, ss. 200-216.
  • DUTTA, Bholanath, (2011), Sales and Distribution Management, International Publishing House: New Delhi.
  • DYSVİK, Anders, Bard KUVAAS, (2010), “Exploring The Relative And Combined Influence Of Mastery-Approach Goals And Work Intrinsic Motivation On Employee Turnover Intention”. Personnel Review, C:39, S:5, ss.622-638.
  • EGAN, Tobby Marshall, Baiyin YANG, Kenneth R. BARTLETT, (2004), “The Effects Of Organizational Learning Culture And Job Satisfaction On Motivation To Transfer Learning And Turnover Intention”, Human resource Development Quarterly, C:15, S:3, ss. 279-301.
  • EREN, Erol, (2010), Örgütsel Davranış ve Yönetim Psikolojisi, 12. Baskı, Beta ,İstanbul.
  • FORD, John B., Earl HONEYCUTT, Antonis SİMİNTİRAS, (2003), Sales management: A Global Perspective, Routledge, NY.
  • GAGNÉ, Marylene , Edward L. DECİ, (2005). “Self‐Determination Theory And Work Motivation”, Journal Of Organizational Behavior, C:26, S:4, ss.331-362.
  • GALLETTA, Maura., Igor PORTOGHESE, Adalgisa BATTİSTELLİ, (2011), “Intrinsic Motivation, Job Autonomy And Turnover Intention in the Italian Healthcare: The Mediating Role Of Affective Commitment”, Journal of Management research, C:3, S:2, ss. 1-19.
  • GİLLESPİE, Erin Adamson, Stephanie M. NOBLE, (2017), Stuck Like Glue: The Formation And Consequences Of Brand Attachments Among Salespeople, Journal of Personal Selling & Sales Management, C:37, S:3,ss. 228-249.
  • GÜÇLÜ, Hatice, (2006), Turizm sektöründe durumsal faktörlerin örgütsel bağlılık üzerindeki etkisi, Anadolu Üniversitesi Sosyal Bilimler Enstitüsü, (Yayınlanmamış doktora tezi), Eskişehir.
  • GÜNEY, Salih, (2011), Örgütsel Davranış, Nobel, İstanbul.
  • GÜNEY, Salih, (2015), İnsan Kaynakları Yönetimi, 2.Baskı, Nobel, İstanbul.
  • GÜRBÜZ, Sait, (2017), İnsan Kaynakları Yönetimi: Teori, Araştırma Ve Uygulama, Seçkin, Ankara.
  • HALBESLEBEN, Jonathon R.B., Anthony R. WHEELER, (2008), “The Relative Roles Of Engagement And Embeddedness In Predicting Job Performance And Intention To Leave”, Work & Stress, C:22, S:3, ss.242-256.
  • HOUKES, Inge ., Peter P.M. JANSSEN, P. P., Jan de JONGE, Frans J.N. NİJHUİS, , (2001), “Specific Relationships Between Work Characteristics And İntrinsic Work Motivation, Burnout And Turnover Intention: A Multi-Sample Analysis”, European Journal of Work and Organizational Psychology, C:10, S:1, ss.1-23.
  • İEİS,(2019). “Dünya İlaç Pazarı” http://www.ieis.org.tr/ieis/tr/indicators/32/dunya-ilac-pazari. Erişim tarihi:16.06.2019.
  • JANSSEN, Peter P.M., Jan DE JONGE, J., Arnold B. BAKKER, (1999), “Specific Determinants Of Intrinsic Work Motivation, Burnout And Turnover Intentions: A Study Among Nurses,” Journal Of Advanced Nursing, C:29, S:(6), ss.1360-1369.
  • JOHNSON, Jeff. S., Ravipreet SOHI, (2017), “Getting Business-To-Business Salespeople To Implement Strategies Associated With Introducing New Products And Services, Industrial Marketing Management”, C:62, ss.137-149.
  • KHUSAİNOVA, Rushana, Ad De JONG, A., Nick LEE, Greg W.MARSHALL, John M. RUDD, (2018), “Defining Salesperson Motivation: Current Status, Main Challenges, And Research Directions”, Journal of Personal Selling & Sales Management, C:38, S:1,ss. 2-29.
  • KEAVENEY, Susan. M., James E. NELSON, (1993), “Coping With Organizational Role Stress: Intrinsic Motivational Orientation, Perceived Role Benefits, And Psychological Withdrawal”, Journal of the Academy of Marketing Science, C:21, S:2, ss.113-124.
  • KİM, Jungin, (2018), "The Contrary Effects Of Intrinsic And Extrinsic Motivations On Burnout And Turnover Intention In The Public Sector", International Journal of Manpower, C: 39 ,S: 3, ss. 486-500.
  • KİMURA, Takuma., Bande BELEN., Pilar FERNÁNDEZ-FERRÍN, (2019). “The Roles Of Political Skill And Intrinsic Motivation In Performance Prediction Of Adaptive Selling”, Industrial Marketing Management, C: 77, ss.198-208.
  • KPMG,(2018),https://assets.kpmg/content/dam/kpmg/tr/pdf/2018/01/sektorel-bakis-2018-ilac.pdf, Erişim tarihi: 16.02.2019.
  • LEE, Thomas. W., Terence R. MİTCHELL, (1994), “An Alternative Approach: The Unfolding Model Of Voluntary Employee Turnover”, Academy of Management Review, C:19, S:1, ss.51-89.
  • LEE, Shinwoo, (2018). “Employee Turnover And Organizational Performance In US Federal Agencies”, The American Review of Public Administration, C:48, S:6, ss.522-534.
  • MAERTZ, Carl P., Rodger W. GRİFFETH, (2004) “Eight Motivational Forces And Voluntary Turnover: A Theoretical Synthesis With Implications For Research”, Journal of Management, C:30, S:5, ss.667-683.
  • MALLİN, Michael. L., Bashar S. GAMMOH, B. S., Ellen Bolman PULLİNS, Catherine M. JOHNSON, (2017), “A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification”, Journal of Marketing Theory and Practice, C:25, S:4, ss.357-374.
  • MATHİEU, John E., Dennis M. ZAJAC, (1990), “ A Review And Meta-Analysis Of The Antecedents, Correlates And Consequences Of Organizational Commitment”, Psychological Bulletin, C:108,S: 2, ss.171-194.
  • NOWLIN, Edward, Doug WALKER, Dawn R. DEETER-SCHMELZ, Alexander HAAS, (2018), “Emotion in Sales Performance: Affective Orientation And Need For Cognition And The Mediating Role Of Motivation To Work”, Journal of Business & Industrial Marketing, C:33,S:1, ss.107-116.
  • ÖZDAŞLI, Kürşat, Hüseyin AKMAN, (2012), “İçsel Ve Dışsal Motivasyonda Cinsiyet Ve Örgütsel Statü Farklılaşması: Türk Telekomünikasyon Aş Çalışanları Üzerinde Bir Araştırma”, Visionary E-Journal/Vizyoner Dergisi, C:4, S:7, ss.73-81.
  • PENLEY,Larry E., Sam GOULD, (1988), “Etzioni's Model Of Organizational Involvement: A Perspective For Understanding Commitmentto Organizations”, Journal of Organizational Behavior, C:9, S:1, ss. 43-59.
  • POON, June M.L., (2004), “Effects Of Performance Appraisal Politics On Job Satisfaction And Turnover Intention”, Personnel Review, C:33, S:3, ss.322-334.
  • RICHER, Sylvie. F., Cealine BLANCHARD, Robert J. VALLERAND, (2002), “A Motivational Model Of Work Turnover”, Journal of Applied Social Psychology, C:32,S:10, ss.2089-2113.
  • SENCER, Muzaffer, Yakut IRMAK, (1984), Toplum Bilimlerde Yöntem, Onur Basımevi, İstanbul.
  • SEYREK, İbrahim Halil, Oğuz, İNAL, (2017), “İşten Ayrılma Niyeti İle İlişkili Faktörler: Bilgi Teknolojisi Çalışanları Üzerine Bir Araştırma”, Doğu Anadolu Sosyal Bilimlerde Eğilimler Dergisi, C:1, S:1, ss.43-62.
  • SHAH, Mahpara., Muzaffar ASAD, (2018), “Effect Of Motivation On Employee Retention: Mediating Role Of Perceived Organizational Support”, European Online Journal of Natural and Social Sciences, C:7, S:2, ss.511-520.
  • STAW, Barry M., (1980), “The Consequences Of Turnover, Journal Of Occupational Behaviour, C:1, 253-273.
  • STEERS, Richard M., (1977), “Antecedents And Outcomes Of Organizational Commitment”, Administrative Science Quarterly, C:22, S:1, ss.46-56.
  • TURGUT, Hakan, Semih SORAN, M.Fikret ATEŞ, (2017), “Örgütsel Özdeşleşme İşten Ayrılma Niyeti İlişkisinde Psikolojik Dayanıklılığın Aracı Rolü”, UİİİD-IJEAS, (16. UİK Özel Sayısı), 577-592.
  • UZUNSAKAL, Ece, Doğan YILDIZ, (2018), “Alan Araştırmalarında Güvenilirlik Testlerinin Karşılaştırılması ve Tarımsal Veriler Üzerine Bir Uygulama”, Uygulamalı Sosyal Bilimler Dergisi, C:2, S:1, ss.14-28.
  • YAPRAKLI, Şükrü, Mustafa Kemal YILMAZ, (2007), “Satış Gücü Motivasyonu-İş Tatmini Ölçeklerinin Test Edilmesi Ve Motivasyonun İş Tatmini Üzerindeki Etkisinin Belirlenmesi: İlaç Sektöründe Bir Uygulama”, İşgüç The Journal Of Industrial Relations And Human Resources, C: 9, S:3,ss. 62-98.
  • YOUNİS, Nuzhat., Aamer AKRAM, Rao Aamir Khush NASEEB, (2013), “Career Devolopment And Organizational Commitment: Case Study Of A Pharmaceutical Organization in United Kingdom”, International Journal of Scientific and Research Publications, C: 3, S:12, 1-5.
There are 51 citations in total.

Details

Primary Language Turkish
Journal Section Articles
Authors

Mithat Turhan 0000-0003-3495-4729

Publication Date October 28, 2020
Published in Issue Year 2020 Cumhuriyet Armağan Sayısı

Cite

APA Turhan, M. (2020). Satış Gücünün Motivasyonu Bağlamında Finansal, Dolaylı Finansal ve Finansal Olmayan Araçların Çalışanların İşten Ayrılma Niyeti Üzerindeki Etkisi. Manisa Celal Bayar Üniversitesi Sosyal Bilimler Dergisi, 18(Armağan Sayısı), 51-70. https://doi.org/10.18026/cbayarsos.599609