22 May 2014
This study seeks to analyze the rule of compensation toward working motivation of salesforces in mobiling channel Wallâs Ice Cream at PT. Unilever Indonesia. The compensationvariable includes Financial (Direct and Indirect Financial Compensation) and Nonfinancial(Job and Environment). Meanwhile, the motivation variables consist of intensity,persistence, and direction. The objective of this study is to explain the rule of compensationtoward working motivation of Wallâs Ice Cream mobiling channel sales forces. This studyuses qualitative method by in- depth interview with sixth sales forces from three differentgroup performance into high, medium, and small performance. To see the influence ofcompensation on sales forces working motivation, the author had experiment ofcompensation program such as diligence bonus, insurance, employee recognition anddressing up stock point. This experiment is conducted to strengthen the hyphothesis thatcompensation strongly influences sales forces working motivation. The result of this study,all those compensation showed a very good effort from the company to increase the spirit ofsales forces as seen by a very excited way on answer in the last interview. The sales forcesmotivation also is increased as they felt that the company paid more attention to them so itcould now expect the sales forces to work better and harder, especially in reaching the target.The result shows that there is sales increase of 300% within 3 months after the compensationhappen. Implication of the study and recommendation is needed to improve thecompensation plan for sales forces to be always motivated and the implementation of thecompensation plan after experiment program should be implemented nationally to increasethe working motivation of sales forces.Keywords:Financial compensation, Non financial compensation, Working Motivation.
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