(LUẬN văn THẠC sĩ) creating work motivation for sales staffs at truong hai automobile joint stock company

ĐẠI HỌC QUỐC GIA HÀ NỘI KHOA QUẢN TRỊ VÀ KINH DOANH - NGÔ THỊ HIỀN CREATING WORK MOTIVATION FOR SALES STAFFS AT TRUONG HAI AUTOMOBILE JOINT STOCK COMPANY TẠO ĐỘNG LỰC LÀM VIỆC CHO NHÂN VIÊN KINH DOANH TẠI CÔNG TY CỔ PHẦN Ô TÔ TRƯỜNG HẢI LUẬN VĂN THẠC SĨ QUẢN TRỊ KINH DOANH HÀ NỘI - 2019 TIEU LUAN MOI download : skknchat@gmail.com ĐẠI HỌC QUỐC GIA HÀ NỘI KHOA QUẢN TRỊ VÀ KINH DOANH - NGÔ THỊ HIỀN CREATING WORK MOTIVATION FOR SALES STAFFS AT TRUONG HAI AUTOMOBILE JOINT STOCK COMPANY TẠO ĐỘNG LỰC LÀM VIỆC CHO NHÂN VIÊN KINH DOANH TẠI CÔNG TY CỔ PHẦN Ô TÔ TRƯỜNG HẢI Chuyên ngành: Quản trị kinh doanh Mã số: 60 34 01 02 LUẬN VĂN THẠC SĨ QUẢN TRỊ KINH DOANH NGƯỜI HƯỚNG DẪN KHOA HỌC: PGS.TS NGUYỄN NGỌC THẮNG HÀ NỘI - 2019 TIEU LUAN MOI download : skknchat@gmail.com DECLARATION The author confirms that the research outcome in the thesis is the result of author’s independent work during study and research period and it is not yet published in other’s research and article The other’s research result and documentation (extraction, table, figure, formula, and other document) used in the thesis are cited properly and the permission (if required) is given The author is responsible in front of the Thesis Assessment Committee, Hanoi School of Business and Management, and the laws for above-mentioned declaration Date………………………… TIEU LUAN MOI download : skknchat@gmail.com LỜI CẢM ƠN I would like to express my deep gratitude to the Associate Professor - Dr Nguyen Ngoc Thang, who kindly guided and instructed me during the research and completion of this thesis Thank you very much to all the Hanoi school of Business and Management, Vietnam National University, Hanoi for their dedicated teaching and knowledge transfer during the MBA course Thank you sincerely to all colleagues, business staff, managers at Truong Hai Automobile Joint Stock Company for facilitating and supporting me in the process of collecting research data Wishing you all teachers, all your brothers and sisters with lots of health, lots of success in work and in life Sincerely thank! Date………………………… Ngô Thị Hiền TIEU LUAN MOI download : skknchat@gmail.com TABLE OF CONTENTS LIST OF TABLE i LIST OF FIGURE ii INTRODUCTION .1 CHAPTER 1: THEORY FRAMEWORK ON WORK MOTIVATION, FACTORS AFFECTING THE EMPLOYEES’ WORK MOTIVATION 1.1 Concepts on work motivation 1.2 Concept on work motivation: 1.3 Necessity of motivating employees 10 1.4Work motivation-related theories 11 1.4.1 Abraham Maslow's need theory 11 1.4.2 F Herzberg's two-factor theory 12 1.4.3 Skinner's Reinforcement Theory of Motivation 14 1.4.4 John Stacey Adams' equity theory 14 1.5 Factors affecting the employees’ work motivation 16 1.5.1 Job attractiveness 16 1.5.2 Promotion opportunities and training 16 1.5.3 Work relationship 17 1.5.4 Income 17 1.5.6 Award and recognition policy 20 1.5.7 Working environment 20 1.5.8 Brand and corporate culture 20 1.5.9 Leaderships style 21 1.6 Some enterprises’ experience in work motivation and lesson for Truong Hai Automobile Joint Stock Company 22 1.6.1 Experience of Sai Gon Mechanical Electrical Joint Stock Company 22 1.6.2 Experience of Coca-Cola Beverages Vietnam Limited 23 1.6.3 Lesson for Truong Hai Automobile Joint Stock Company 24 CHAPTER 2: RESEARCH METHODOLOGY 26 TIEU LUAN MOI download : skknchat@gmail.com 2.1 Research methodology 26 2.1.1 Questionnaire survey method .26 2.1.2 Questionnaire design 26 2.1.3 Survey and data collection 27 2.1.4 Interview method 27 2.1.5 Data processing method 27 2.2 Research process .27 2.3 Study assumption 27 2.4 Scale design 28 CHAPTER 3: EXISTING STATUS OF MOTIVATING SALE STAFF IN TRUONG HAI AUTOMOBILE JOINT STOCK COMPANY; MAIN FINDINGS .35 3.1 Introduce of Truong Hai Auto Corporation 35 3.1.1 Overview of Truong Hai Auto Corporation 35 3.1.2 Development process 35 3.1.3 Vision 36 3.1.4 Mission 36 3.1.5 Development strategy milestones 36 3.1.6 Business philosophy .37 3.1.7 Business model .38 3.1.8 Organizational structure 39 3.1.9 Business performance results .40 3.2 Existing status on work motivation of sale staff .41 3.2.1 Salary and salary-based allowances 41 3.2.2 Bonus salary 43 3.2.3 Treatment and welfare regulations .44 3.2.4 Training 47 3.2.5 Promotion opportunities .48 3.2.6 Working environment and corporate culture 49 3.2.7 Work relationship 50 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 3.3 Main findings .50 3.3.1 Gender characteristics 50 3.3.2 Age characteristics 51 3.3.3 Qualification characteristics 51 3.3.4 Service length characteristics .52 3.3.5 Income characteristics 52 3.3.6 Statistics of factors affecting the work motivation .53 3.4 Contributions of the study 63 CHAPTER 65 RECOMMENDATIONS ON IMPROVING WORK MOTIVATION FOR SALE STAFFS AT TRUONG HAI AUTOMOBILE JOINT STOCK COMPANY 65 4.1 Income and welfare 65 4.1.1 Income 65 4.1.2 Welfare 67 4.2 Award and recognition policy 67 4.3 Job attractiveness 68 4.4 Promotion opportunities and training 68 4.5 Leadership style 69 CONCLUSIONS .70 LIST OF REFERENCES .72 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company LIST OF TABLE Table 2.1: Personal data 29 Table 2.2: Job attractiveness scale 29 Table 2.3: Promotion opportunities and training scale .30 Table 2.4: Work relationship scale 30 Table 2.5: Income and welfare scale 31 Table 2.6: Award and recognition policy scale .31 Table 2.7: Working environment scale .32 Table 2.8: Brand and corporate culture scale 32 Table 2.9: Leadership style scale 33 Table 2.10: Employees’ work motivation scale 34 Table 3.1: Sale staff’s evaluation on job attractiveness 53 Table 3.2: Sale staff’s evaluation on promotion opportunities and training .54 Table 3.3: Sale staff’s evaluation on work relationship 55 Table 3.4: Sale staff’s evaluation on income and welfare 56 Table 3.5: Sale staff’s evaluation on award and recognition policy 57 Table 3.6: Sale staff’s evaluation on working environment .58 Table 3.7: Sale staff’s evaluation on brand and corporate culture 59 Table 3.8: Sale staff’s evaluation on leadership style .60 Table 3.9: Work motivation and working attitude of employees .62 Table 4.1: KPI for evaluating sales activities 66 i TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company The work helps you to expand relationships with many friends, colleagues, partners The work helps you to expand relationships with business organizations and industry agencies The work helps you to build a strong relationship with your peers, share and help each other in work and life Income and benefits The current salary is consistent with your capacity and contribution to the Company The Company's business reward policy is clear, fair and commensurate with your contribution The Company's working allowances have ensured actual spending The remuneration regime focuses on the needs of health, spirit and life of employees Welfare policy expresses the Company's concern to employees Welfare policy encourages employees to stick with the company for a long time Reward and recognition policies The policy of fair reward commensurate with the results of work and contributions of employees Commendation policies are transparent, clear, transparent and timely 5 VI Leaders recognize proper working capacity and work results of employees The company consistently enforces reward policies and acknowledges the contribution of employees The bonus level of the Company is in line with the common ground of the automotive business market Work environment 26 The company provides a full range of equipment and working tools 27 Open, sociable, reliable colleagues 28 29 Colleagues are willing to share experiences, good support to complete the work Professional working style, friendly 30 The company listens to and recognizes staff initiatives to improve work VII Brand and company culture 31 You are proud of the company brand 12 13 14 IV 15 16 17 18 19 20 V 21 22 23 24 25 5 Mark 5 Mark 5 Mark Mark 76 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 32 You are proud to be an employee of the Company 33 The company has a sustainable business development strategy 34 The company always creates good products and service quality towards the needs of customers and society You love and take pride in the culture of the Company You are happy to see customers and partners appreciate the company's culture Leadership style Management always acknowledges the contribution and dedication of employees to the Company Manage respect and fair treatment of employees 5 40 Manage training guides, advice, help staff to complete the work effectively Management always listens, acknowledges employees' comments 41 Management is always clever and delicate when criticizing 42 43 Manage passionate fire transmission, create motivation for employees to strive to complete the job well Management always protects legal rights for employees 44 Any problems you can also exchange, share with management IX Measure work motivation, working attitude of employees 45 You always try your best despite all difficult circumstances to complete the assigned work You are willing to accept work away from home when receiving a transfer order from a higher level to another work unit within the same system of the Company You actively learn and voluntarily participate in intensive training courses to improve your qualifications You are always aware of complying well with the rules, regulations and integrating into the culture of the Company You always have specific plans and objectives 35 36 VIII 37 38 39 46 47 48 49 50 Mark 5 Mark 5 5 Please arrange the factors affecting the employee motivation below in order of priority from high to low (from to 8): You have comments or additional comments on motivational factors of business staff at Truong Hai Automobile Joint Stock Company 77 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company ……………………………………………………………………………………… ……………………………………………………………………………………… ……………………………………………………………………………………… ……………………………………………… Thank you! Table 2: Gentle characteristics Gentle Number of HR Density Male 230 72% Female 90 28% Total 320 100% Table 3: Age characteristics Numbe Propor r tion 15 5% 165 52% 95 30% > 35 years old 45 14% Total 320 100% Age < 25 years old 25 years old 30 years old 31 years old 35 years old Table 4: Characteristics of education level Academic Number Proportion Masters 32 10% University 263 82% Colleges 25 8% Total 320 100% level 78 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company Table 5: Characteristics of working seniority Wor Number Proportion > years 15 5% - years 32 10% - years 155 48% < year 118 37% Total 320 100% king time Table 6: Characteristics of income level Income Number Proportion >25 million 3% 21 - 25 million 32 10% 16 - 20 million 131 41% 11 - 15 million 95 30% < 10 million 54 17% Total 320 100% Table 7: Survey results Very I The attractiveness of the job unsatisfi ed unsatisfi ed Normal satisfied Very satisfied 0.5% 8.3% 29.2% 62.0% 0.0% Work is suitable for your personality and ability Work motivates you passion, interest 0.0% 1.7% 48.3% 50.0% 0.0% Your work has many challenges 1.5% 2.5% 20.8% 70.2% 5.0% 0.0% 0.8% 40.0% 49.2% 10.0% Work helps you discover your own abilities Reasonable work division 2.0% 5.2% 30.8% 55.0% 7.0% II Ability to advance into training Normal satisfied Very unsatisfi ed unsatisfi ed Very satisfied 79 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 10 11 The company has a specific development and promotion roadmap The company always creates promotion opportunities for capable people Opportunities for clear, public and transparent promotion The company fully trained to perform well the work and professional development The training of the right people, the right expertise, appropriate content Training courses help you improve your professional knowledge, confidence and skill in solving work 5.2% 9.5% 26.7% 53.0% 5.6% 9.5% 21.2% 37.5% 27.3% 4.5% 0.0% 31.7% 30.8% 37.5% 0.0% 0.0% 1.7% 29.2% 66.0% 3.1% 0.0% 4.2% 37.0% 56.2% 2.6% 5.2% 9.5% 26.7% 53.0% 5.6% Normal satisfied Very III Relationship at work unsatisfi ed 12 13 14 The work helps you to expand relationships with many friends, colleagues, partners The work helps you to expand relationships with business organizations and industry agencies The work helps you to build a strong relationship with your peers, share and help each other in work and life IV 16 17 18 19 20 The current salary is consistent with your capacity and contribution to the Company The Company's business reward policy is clear, fair and commensurate with your contribution The Company's working allowances have ensured actual spending The remuneration regime focuses on the needs of health, spirit and life of employees Welfare policy expresses the Company's concern to employees Welfare policy encourages employees to stick with the company for a long time 18.3% 75.0% 5.0% 0.0% 0.0% 23.3% 72.7% 4.0% 0.0% 1.7% 20.8% 77.5% 0.0% Normal satisfied unsatisfi V The policy of fair reward commensurate with the results of work and contributions ed Very satisfied 47.3% 31.7% 5.2% 0.0% 35.6% 45.6% 15.4% 3.4% 0.0% 12.6% 52.6% 33.3% 1.5% 0.0% 7.5% 72.1% 18.7% 1.7% 0.0% 16.8% 59.1% 20.8% 3.3% 0.0% 35.7% 41.8% 20.0% 2.5% 0.0% Normal satisfied 12.6% 2.2% unsatisfi ed 21 unsatisfi 15.8% Very Reward and recognition policies satisfied 1.7% ed 15 ed Very 0.0% Very Income and benefits unsatisfi 45.3% unsatisfi ed 39.9% Very satisfied 0.0% 80 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 22 23 24 25 of employees Commendation policies are transparent, clear, transparent and timely Leaders recognize proper working capacity and work results of employees The company consistently enforces reward policies and acknowledges the contribution of employees The bonus level of the Company is in line with the common ground of the automotive business market 56.3% 32.0% 10.2% 1.5% 0.0% 0.0% 9.6% 21.8% 20.3% 48.3% 58.2% 27.1% 11.4% 2.8% 0.5% 54.2% 27.7% 16.3% 1.8% 0.0% Normal satisfied Very VI Work environment unsatisfi ed 26 27 28 29 The company provides a full range of equipment and working tools Open, sociable, reliable colleagues Colleagues are willing to share experiences, good support to complete the work Professional working style, friendly 30 The company listens to and recognizes staff initiatives to improve work VII Brand and company culture unsatisfi ed Very satisfied 0.0% 2.5% 15.0% 74.2% 8.3% 0.4% 4.2% 16.0% 64.5% 14.9% 0.0% 3.3% 21.7% 66.3% 8.7% 0.0% 5.8% 20.8% 62.2% 11.2% 0.0% 14.2% 39.6% 46.2% 0.0% Normal satisfied Very unsatisfi ed unsatisfi ed Very satisfied 31 You are proud of the company brand 0.0% 1.7% 18.6% 71.3% 8.4% 32 You are proud to be an employee of the Company The company has a sustainable business development strategy The company always creates good products and service quality towards the needs of customers and society You love and take pride in the culture of the Company You are happy to see customers and partners appreciate the company's culture 0.0% 4.2% 29.2% 60.2% 6.4% 0.0% 0.0% 19.4% 68.3% 12.3% 1.2% 8.7% 26.3% 58.6% 5.2% 5.9% 6.7% 43.1% 42.0% 2.3% 0.0% 0.0% 12.5% 79.7% 7.8% Normal satisfied 33 34 35 36 Very VIII Leadership style unsatisfi ed 37 38 Management always acknowledges the contribution and dedication of employees to the Company Manage respect and fair treatment of employees unsatisfi ed Very satisfied 0.0% 7.2% 30.1% 52.2% 10.5% 1.8% 7.5% 23.3% 61.0% 6.4% 81 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 39 40 41 42 43 44 Manage training guides, advice, help staff to complete the work effectively Management always listens, acknowledges employees' comments Management is always clever and delicate when criticizing Manage passionate fire transmission, create motivation for employees to strive to complete the job well Management always protects legal rights for employees Any problems you can also exchange, share with management 1.2% 10.2% 28.3% 56.6% 3.7% 0.0% 6.7% 20.8% 68.4% 4.1% 0.4% 5.1% 17.5% 71.2% 5.8% 0.0% 5.8% 24.2% 63.7% 6.3% 0.5% 2.1% 42.6% 52.3% 2.5% 0.0% 6.3% 51.3% 37.6% 4.8% Normal satisfied 25.6% 65.3% 7.2% 33.2% 18.6% 0.0% 35.0% 36.5% 28.5% 37.5% 42.5% 16.7% 31.7% 42.5% 18.3% Very IX 45 46 47 48 49 Work motivation, working attitude of employees unsatisfi ed unsatisfi ed You always try your best despite all 0.0% 1.9% difficult circumstances to complete the assigned work You are willing to accept work away from home when receiving a transfer order from 18.9% 29.3% a higher level to another work unit within the same system of the Company You actively learn and voluntarily 0.0% 0.0% participate in intensive training courses to improve your qualifications You are always aware of complying well 0.0% 3.3% with the rules, regulations and integrating into the culture of the Company You always have specific plans and 0.0% 7.5% objectives Please arrange the factors affecting the employee motivation below in order of priority from high to low (from to 8): Working environment • Relationships at work Ability to improve and train • Income and benefits Leadership style • Reward and recognition policies Relationships at work Work environment Brands and culture of the Company • Company brand and culture • Income and benefits Attractiveness of the Work • Ability to improve and train • satisfied Reward and recognition policies • The attractiveness of the job 50 Very Leadership style Table 8: Interview questionnaires 82 TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company(LUAN.van.THAC.si).creating.work.motivation.for.sales.staffs.at.truong.hai.automobile.joint.stock.company 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