C/HR/59. Work Motivation, Occupational Stress and Sales Performance: The Case of Vodafone

This dissertation examined work motivation and occupational stress and their effect on sales performance within a single Vodafone store. First, a comprehensive literature review of motivation and stress was provided as the backdrop for the study. This highlighted the different content and process models of motivation and the main factors that cause stress within the workplace. Next, the research philosophy, strategy and methods used were outlined and justified in some detailed. Third, the results were presented before being discussed. The study itself involved gaining an understanding of the sales function at the Vodafone store and a focus group with sales staff to highlight key motivators and stressors. Finally, a questionnaire was used to measure a range of issues aimed at better understanding what motivated sales staff and whether stress affected their levels of motivation. This dissertation would be particularly useful for students wanting a detailed understanding of work motivation and occupation stress.