The role of bonus pay in salesforce compensation plans
Article Abstract:
Recent data suggest growing use of bonus payments in salesforce compensation plans to improve sales productivity and to achieve a variety of organizational objectives. We report findings from two cross-sectional field studies - a firm-level survey and a salesperson-level survey - on how bonus payments help attain selected firm objectives and their usefulness in eliciting higher salesperson performance and reducing salesforce turnover. Our findings reveal that bonuses may be effective in inducing higher sales productivity because of their flexibility in tying rewards to performance. Further, they may be effective in directing salespeople's efforts toward specific organizational objectives such as promoting new product sales or sales to new customer groups, and enhancing customer satisfaction and retention. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1998
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Chek Lap Kok plans April opening
Article Abstract:
Hong Kong plans to open Chek Lap Kok, its international airport, in April 1998 whether the rail system or cargo terminal is completed. The railway is expected to be completed in June. As one of the world largest civil engineering projects, the airport will have 228 check-in counters, to handle 35 million customers per year as well as 3 million tons of cargo. Express rail to Central Hong Kong should take about 23 minutes.
Publication Name: International Business Asia
Subject: Business, international
ISSN: 1324-5414
Year: 1997
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