Proceedings of the 19th International Symposium on Management (INSYMA 2022)

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The Impact of Performance Management and Empowering Leadership on Personal Motivation

A Study Case of Salesforce Performance in Retail Market

Authors
Andre Omarhadi1, *, Hatane Semuel1, Serli Wijaya1
1Petra Christian University, Surabaya, Indonesia
*Corresponding author. Email: D21210015@john.petra.ac.id
Corresponding Author
Andre Omarhadi
Available Online 5 December 2022.
DOI
10.2991/978-94-6463-008-4_99How to use a DOI?
Keywords
Performance management; empowering leadership; personal motivation
Abstract

The Covid-19 pandemic has brought the world into a new era that has demanded changes in various sectors, including the management of salesforces in retail stores. Due to the pandemic, changes in consumers’ habits have raised challenges for salesforce management to increase its salesforces’ personal motivation to encourage optimal work behavior. This study aims to identify the impact of performance management and empowering leadership on constructing the personal motivation of the salesforces in the retail market. The survey of this research was conducted on 223 salesforces from various sectors, such as food & beverages, personal care, home care, etc., in East Java, Indonesia. The data obtained in this study were discussed in two parts, the first is a descriptive analysis, and the second is an analysis of the relationship between concepts. This study reveals that performance management and empowering leadership directly and significantly affect the personal motivation of the salesforces in the retail market.

Copyright
© 2023 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title
Proceedings of the 19th International Symposium on Management (INSYMA 2022)
Series
Advances in Economics, Business and Management Research
Publication Date
5 December 2022
ISBN
10.2991/978-94-6463-008-4_99
ISSN
2352-5428
DOI
10.2991/978-94-6463-008-4_99How to use a DOI?
Copyright
© 2023 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution 4.0 International License (http://creativecommons.org/licenses/by/4.0/), which permits use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Andre Omarhadi
AU  - Hatane Semuel
AU  - Serli Wijaya
PY  - 2022
DA  - 2022/12/05
TI  - The Impact of Performance Management and Empowering Leadership on Personal Motivation
BT  - Proceedings of the 19th International Symposium on Management (INSYMA 2022)
PB  - Atlantis Press
SP  - 789
EP  - 795
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-008-4_99
DO  - 10.2991/978-94-6463-008-4_99
ID  - Omarhadi2022
ER  -