January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p78
Academic Journal
This article discusses several articles related to rewards, incentives and compensations for salespeople, published in various journals. The article "Contextual Analysis of Performance Impacts of Outcome-Based Incentive Compensation," by Rajiv D. Banker, Seok-Young Lee, Gordon Potter, and Dhinu Srinivasan, published in the Academy of Management Journal, investigated how contingency factors such as competitive intensity, customer profile and behavior-based control influenced the success of an outcome-based incentive plan supporting a customer-focused service strategy. According to the article "To the Max," Geoffrey Brewer, published in the journal Sales and Marketing Management, the "extreme" sales management practices of a national sales director are chronicled including his dismissal of the entire sales force, formulation of a new compensation plan, hiring new salespeople in supervising reps in the field. Explicit incentives geared to accomplishing specific sales goals has motivated the entire salesforce and support staff.


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