¶ … Remotely-Based Sales Managers More Motivated and Effective Than Branch-Based Sales Managers?
In the debate over telecommuting, it would be useful to know whether remotely-based or branch-based sales managers were more motivated and effective in their jobs. The information would be useful for corporations considering implementing telecommuting programs, and for workers contemplating undertaking a telecommuting position.
Responses were collected from a group of GE Capital sales managers to determine their basic attitudes about their jobs and their interactions within the company and their perceptions of what was useful to their performance and what was not. Some respondents were branch-based; others were telecommuters. That their responses appeared to be similar lends credence to the idea that telecommuter are at least as motivated and effective as their branch-based counterparts,
However, these responses were evaluated within the framework provided by abundant previous studies in order to develop a basis for understanding the motivational factors in telecommuting and, as well, to develop predictors for success and techniques for assuring success in any telecommuting undertaking.
As a result of the survey and literature review, it became clear that a great number of employees prefer to at least have the option of telecommuting; they believe it makes them more effective employees, and there is research that supports that belief. Companies, by and large, have reported productivity gains as well as cost savings. But companies, more than individuals, are wary of telecommuting.
What is also clear, however, is that there are techniques for ensuring the best possible outcome from a telecommuting program, for both employee and organization, and these are available as the result of exactly these sorts of studies conducted over time.
Introduction
Research Objectives
Scope and Limitations
Research and Methodology
Definition
Hypotheses
Hypothesis Number One 14
Hypothesis Number Two 15
Hypothesis Number Three 15
Motivators 16
Employee motivators 16
Company motivators 18
Negatives for the company 19
Negatives for the employee 20
Telecommuting Background
New Paradigms 23
Factors influencing the leap to cyberspace 30
Results of all these factors 38
The downside risks 38
Training for success 39
Developing successful telecommuting arrangements 41
Telecommuting Satisfaction 45
Supervisory Support 46
Child care 48
Family disruptions 49
Life satisfaction factors 49
Conclusion
Appendix A: Tips for Smoothly Implementing a Telecommuting Program 54
Appendix B: Ground Rules for Successful Telecommuting 56
Appendix C: Tips for Making Telecommuting Productive 58
List of Figures
Table 1 Are you remotely based? 11
How many dealer accounts do you manage? 11
Table 3 Is teleconferencing an appropriate tool in communications? 22
Table 4 Is social interaction with other team members important to you?
Table 5 Do you meet other team members outside of work?
Table 6 Activities ratings 32
Table 7 What elements of your role do you most enjoy? 34
Table 8 Which of the following interferes most with your call plan?
Table 9 When do team meetings take place? 37
Table 10 How long do team meetings last? 37
Table 11 How frequent should team meetings be?
Table 12 Do you consider your objectives achievable and challenging?
Table 13 Where do you gain information in relation to your organization? 44
Table 14 Job satisfaction 46
Table 15 Do you feel that your contribution assists the organization in meeting its objectives? 47
Table 16 Do you understand how your objectives are set?
Table 17 Do you feel that you receive adequate feedback on your performance on a timely basis? 48
Table 18 Job satisfaction (2) 50
Table 19 If you had to sacrifice any of your benefits in order to increase your salary, which of the following would you forego? 50
Introduction
Technology, and especially Internet technology, has had a significant impact on the business world, with one of the current changes involving an increase in working remotely, also commonly known as telecommuting. With Internet technology allowing for easy communication between remote locations, telecommuting becomes a feasible option for many organizations. Telecommuting is also becoming a popular option for employees, with this method of working allowing for better management of work and family demands, greater flexibility in time management, and less of the stresses that are associated with the work environment. In theory, it appears that telecommuting is an option that is beneficial to all concerned. However, despite this initial appearance, telecommuting does not always provide the many benefits expected. The problems of telecommuting, though, should not be regarded as reasons that employees should remain as non-telecommuters. Instead, it must be recognized that there are problems associated with both telecommuting and non-telecommuting. Part of...
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