| Author | Pech Soly |
| Call Number | AIT RSPR no.SM-04-95 |
| Subject(s) | Sales executives--Cambodia
Sales personnel--Cambodia
|
| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Series Statement | Research studies project report ; no. SM-04-95 |
| Abstract | Cambodia is under the developing stage which offers good opportunities for trading
business ranging from industrial machinery and equipment, electrical equipment, heavy
duty trucks, vehicles to stationary. As the market opens, competition increases. At this
stage, one of the key strategic issues to stay competitive in the market is the highlymotivated sales force.
The objective of this research study is to discover the motivation practice of the
management of the commercial industrial trading companies in Cambodia, and to find
out what make best motivators for the sales representatives in the industry. The study
conducted on both the management's practices and sales representatives' perception of
the motivation practices and effective motivators.
The findings of the study suggest that the practices are so diverse from company to
company. Some manager prefer commission or incentives to motivate their people as
they think financial is the only solution to the motivation problem at the moment. While
others do not even think of how to motivate the people motivation believing people are
paid to do their job. From the rep side, we can see that the best motivator is not only
monetary part, but also the manager they are working with and some other factors such
as working environment, recognition, and autonomy. |
| Year | 2004 |
| Corresponding Series Added Entry | Asian Institute of Technology. Research studies project report ; no. SM-04-95 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Speece, Mark; |
| Examination Committee(s) | Zimmermann, Willi ;Truong Quang ; |
| Scholarship Donor(s) | Government of French;AIT Fellowship; |
| Degree | Research Studies Project Report (M. BA.) - Asian Institute of Technology, 2004 |
