C/HR/58. Research Proposal. Motivation and Sales Staff: A Case Study at Vodafone UK

This dissertation proposal sets out a case to examine the different drivers that motivate sales staff within Vodafone UK, a high tempo sales environment. A robust methodology is provided, discussing aspects of research philosophy (epistemology; ontology), research methodology (ethnography; grounded theory), research methods (participant observation; focus groups; survey design; sampling) and ethical considerations. A literature review of the eight main content and process theories of motivation is set out and discussed. This proposal would be useful for anyone interested in motivation in the workplace, sales environments, the case organisation, Vodafone, and those who want to know how to write a coherent dissertation proposal with a strong methodology and literature review.