Extrinsic Motivation Factor That Influences Insurance Agents

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Executive Summary
This assignment is focused on marketing research. To accomplish this module, I had assigned to prepare a research proposal for an applied marketing research problem for a specific company or organization that I had employed before. In this assignment, I had chosen ABC insurance company which I worked there as a part time insurance agency. The purpose of this research is to study on extrinsic motivation factor that influences sales performances of ABC Insurance Agent.

Table of content

1.0 Introduction (p.5)
2.1 Topic (p.6)
2.2 Background to problem (p.6)
2.3 Marketing Problem (p.6)
2.4 Research Questions (p.6)
2.5.1 General Question (p.6)
2.5.2 Specific Question (p.6)
2.5 Research Objectives (p.7)
2.6.3 General Objective (p.7)
2.6.4 Specific Objective (p.7)
2.6 Research Framework (p.8)

2.0 Literature Review (p.9)
3.7 Sales Performance (p.9-10)
3.8 Incentive (p.10)
3.9 Training (p.11)
3.10 Reward Recognition (p.12-13)

3.0 Research Design (p.13)
4.11.5 Exploratory Studies (p.14)
4.11.6 Descriptive Studies (p.14)
4.11.7 Causal Studies (p.14-15)
4.11.8 Applied Studies (p.15)
4.11.9 Research Design that to be used (p.15-16)

4.11 Methodology (p.17)
4.12.10 Quantitative Research (p.17)
4.12.11 Qualitative Research (p.17-18)
4.12.12 Method that to be used (p.18)

4.0 Data Collection and Analysis (p.19)
5.12 Data collection procedure (p.19)
5.13 Data analysis techniques to be used (p.19)

5.0 Ethical Consideration (p.19)

6.0 Limitation (p.20)

7.0 Timetable of the research (p.20)

8.0 References (p.21)

9.0 Appendix (p.22-25)
10.14 Exhibit 1- ABC Insurance Company Questionnaire (p.22-24) 10.15 Exhibit 2- Research Schedule (p.25)

1.0 Introduction
Marketing research is the function that links the consumer, customer, and public to the marketer through information - information used to identify and define marketing opportunities and problems; generate, refine, and evaluate marketing actions; monitor marketing performance; and improve understanding of marketing as a process. Marketing research specifies the information required to address these issues, designs the methods for collecting information, manages and implements the data collection process, analyzes, and communicates the findings and their implications." (www.marketingteacher.com)

Marketing Research is very important for marketers because business decisions that are based on good intelligence and good market research can minimise risk and pay dividends. It will help marketer for better communicate – Your current customers experiences are a valuable information source, not only will they allow you to gauge how well you currently meet their expectations they can also tell you where you are getting things right and more importantly where you are getting things wrong. By asking the customer you not only show them that you care but you also take the guess work out of customer services. Besides that, it could also identify business opportunities – If you are planning to operate a new service and want to know the preconceived attitudes people have then market research can help, not only in evaluating the potential for a new idea, but also by identify the areas where a marketing message needs to honed. In addition, it will minimise risk by helping to shape a new product or service, identifying what is needed and ensure that the development of a product is highly focused towards demand.

In this assignment, I had chosen ABC Insurance Company. In Malaysia, ABC Insurance Company provides a comprehensive array of financial solutions, ranging from Insurance, Employee Benefits, and Family Takaful, to meet the financial needs of all segments of the Malaysian population. ABC Insurance...
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