Effects of motivaton on performance in dealer system; a research on dealers of hvac sector

In this thesis, structure of the manufacturer foundations in HVAC ?Heating, Ventilating and Air Conditioning? industry and their motivational tools are emphasized, and their effects on dealer performance were investigated. Expectations of the management staff and the employees of the member companies in distribution process from the manufacturing firms were measured.The thesis consists of three main sections. İn the introduction section distribution channels and dealer systems were discussed, in the second section the concept and theories of motivation were mentioned. In the third section data related with the methotology of the research were given. The data collection method, the questionnaries used in this study and statistical analyses and results were discussed also in this section.In the field research, a cross-country inquiry was implemented on the enterprises those are active in this sector. The resulting data was analyzed with a software application known as SPSS. Variance analyze was applied in order to determine the differences between the demographic characteristics of the subjects and the business performance. To determine the variables which cause these differences, Tukey Test were conducted and results were evaluated. The variables which were determined from factor analyzes on the inquiry results are interpreted with the Correlation, Regression and One-Way Anova Analyzes.