Title: Relational study between significance level of frontline executives and their happiness level in an organisational setup: a critical analysis

Authors: Sachin Kumar Srivastava; Khushboo Agnihotri

Addresses: School of Management, Graphic Era Hill University, Dehradun, Uttrakhand, India ' Amity Business School, Amity University, Uttar Pradesh, Lucknow, UP, India

Abstract: Several studies determine satisfaction level of the employee within organisations and suggest strategies to improve the level, which are totally based on several attributes which may not lead to desired level of satisfaction. It is not always a correct path to highlight and design advance plans on the basis of these identified attributes. Low quality attributes can be selected during this process. Which are not really very important for motivation of the employees for his/her performance. Thus, this study analyse the impact of employee satisfaction and work motivation on sales performance. Study also focus on linkage of transformational leadership, self-determination and need for cognition. A questionnaire consisting of 46 items under eight dimensions, was administered on 385 front line sales personal. Results highlighted that employees focus on retirement benefits, job security, wages and fair and timely promotion systems, and so on. Policy makers of Indian industries can take input from this study and propose improvement plans to improve employees' satisfaction.

Keywords: employees satisfaction; sales performance; transformational leadership; work motivation; need for cognition; self-determination.

DOI: 10.1504/IJWOE.2020.10029982

International Journal of Work Organisation and Emotion, 2020 Vol.11 No.1, pp.62 - 76

Received: 15 Nov 2019
Accepted: 22 Jan 2020

Published online: 27 Aug 2020 *

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