Sales force financial compensation–a review and synthesis of the literature
As designing effective sales force financial compensation (SFFC) is as important as it is
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
Monetary incentives, feedback, and recognition—Complements or substitutes? Evidence from a field experiment in a retail services company
SM Lourenço - The Accounting Review, 2016 - publications.aaahq.org
This study investigates the performance effects of the combined use of three reinforcers, or
incentive motivators, commonly used by companies: monetary incentives, feedback, and …
incentive motivators, commonly used by companies: monetary incentives, feedback, and …
[HTML][HTML] Customer-oriented salespeople's value creation and claiming in price negotiations
Although customer orientation is widely endorsed as a crucial salesperson characteristic,
little is known about its effect in price negotiations with customers. This study rectifies this …
little is known about its effect in price negotiations with customers. This study rectifies this …
Drivers of salespeople engagement: A justice perspective
This paper investigates the impact of distributive and procedural justice, and their effects on
salespeople engagement. Based on Social Exchange Theory, we propose a theoretical …
salespeople engagement. Based on Social Exchange Theory, we propose a theoretical …
[图书][B] Performance management for different employee groups: A contribution to employment systems theory
A Krausert - 2009 - Springer
The ultimate goal of organizations is their survival. In the case of public limited companies,
survival depends on the capital markets' expectations of their current and future profitability …
survival depends on the capital markets' expectations of their current and future profitability …
Sales compensation plan type and sales opportunity coverage:“Double-edged” sword effects on sales performance
Sales compensation plans affect salespeople's prospecting activity and sales opportunity
coverage because they shape behavior in terms of how reps manage their territory and …
coverage because they shape behavior in terms of how reps manage their territory and …
Pay for performance
CC Durham, KM Bartol - Handbook of Principles of …, 2012 - Wiley Online Library
Pay for performance principle involves providing monetary rewards through carefully
designed compensation systems that base pay on measured performance within the control …
designed compensation systems that base pay on measured performance within the control …
Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research
While interest from the practitioner community in topics pertaining to global sales forces
continues to accelerate, academic sales research that examines the challenges faced by …
continues to accelerate, academic sales research that examines the challenges faced by …
An examination of pro-stakeholder unethical behavior in the sales ethics subculture
The salesperson often faces ethical dilemmas when balancing the competing demands from
their organization, manager, coworkers, and customers. At times, salespersons may exhibit …
their organization, manager, coworkers, and customers. At times, salespersons may exhibit …
Gamification for sales incentives
J Woźniak - Contemporary Economics, 2020 - ceeol.com
Gamification as the use of game mechanisms for motivation in non-game contexts has been
gaining popularity and is considered one of the hottest topics in management. However …
gaining popularity and is considered one of the hottest topics in management. However …