| dc.description.abstract | This study investigates the link between motivation and labour turnover of sales
agents in British- American Insurance, a leading Life Insurance company in
Kenya. To facilitate understanding of motivation, reference was made to the
social exchange and motivation theories. The factors that motivate Sales Agents
are used as indicators of job satisfaction. Job satisfaction was seen as having an
effect on staff retention and labour turnover.
The methodology used included a sample survey, the random sampling
procedure, structured interviews and review of secondary data. Data analysis
was done using the SPSS statistical package, chi-square tests and frequency
tables showing percentage distributions.
It was found that the Sales Agents are dissatisfied with certain aspects of their
terms and conditions of service. In particular, they are not happy about the
company's decision making process, lack of adequate financial support to new
agents, the commission structure and the mode of payment. Their perceptions
about the terms and conditions of service were not influenced by their personal characteristics like age, education, marital status and number of dependants as
the chi square tests conducted did not show any association. The study
recommends a review of the company's policy on decisbn making policy in order
to allow agents to participate in this process. The financial support extended to
new agents should also be enhanced to enable new agents to meet their basic
needs like food transport and clothing. The current commission structure should
also be reviewed to improve the morale of the sales agents. Most agents are not
in favour of the current mode of payment and would prefer a commission plus
basic pay method. A review of this mode of payment is therefore recommended
in order to boost the level of morale of the sales agents and enhance the overall
performance of the company. | en |
