Motivational Incentives for developing salesforce performance in emerging markets
Motivation is important because it determines and individuals effort toward performing a task and it leads to an optimistic and challenging attitude at work place. Incentive motivation is concerned with the way goals influence behavior. Incentive is the promise or stimulus for greater action. Incentives arc something that is given in addition to wages. It means additional remuneration or benefit to an employee in recognition of achievement or better work. Organizations in emerging markets are more likely to give group rewards and generally do not encourage risk taking as much as developed economies. Money motivates employees to some extent but there are other powerful sources of motivation such as interesting and challenging tasks and assignments, praise, good interpersonal relations etc. This paper analyzes incentives plan structure of sales people in Croatia. Advantages and disadvantages of different compensation plans and benefits for salespeople arc discussed.
stiles marketing motivation incentives performance management Croatia
Kristina Ozimec Marija Tomasevic Lisanin
Teaching and Research Assistant, Marketing Department University of Zagreb, Faculty of Economics & B Full-time Professor, Marketing Department University of Zagreb, Faculty of Economics & Business Zagr
国际会议
大连
英文
245-249
2011-07-10（万方平台首次上网日期，不代表论文的发表时间）