TITLE:
Retaining Sales Associates in the Small Business Industry
AUTHORS:
Benjamin O. Chukwu
KEYWORDS:
Employee Motivation, Employee Retention, Employee Turnover, Job Performance, Job Satisfaction
JOURNAL NAME:
Open Journal of Business and Management,
Vol.9 No.4,
July
23,
2021
ABSTRACT: The
purpose of this multiple case study was to explore the managerial strategies
that small businesses owners used to motivate and retain sales associates to
increase profits. The study population included 4 small business owners in
Texas who successfully implemented employee motivation and retention
strategies. Data were collected from semistructured interviews, artifacts that
included company websites and social media pages. The transformational
leadership theory guided the study. Data were analyzed using Yin’s 5 steps of
data analysis, including compiling data, disassembling data, reassembling data,
interpreting data, and drawing conclusions. Three themes emerged from the data
analysis: provide financial incentives, increase job satisfaction, and enhance
job training. The findings showed that small business owners use the strategies
to motivate and retain sales associates to increase business profits. This
study’s results could contribute to positive social change by helping other
small business owners implement motivation and retention strategies, which
might enhance business sustainability. Business sustainability supports both
local and state economies and fosters an optimum distribution of resources in
the community.