Do bonus payments help enhance salesforce retention?

Springer Science and Business Media LLC - Tập 3 Số 4 - Trang 331-341 - 1992
Joseph, Kissan1, Kalwani, Manohar U.1
1Krannert Graduate School of Management, Purdue University, West Lafayette

Tóm tắt

Our primary aim in this research is to examine if the existence of a bonus component in the sales compensation structure can enhance salesforce retention. We also study the impact of total sales compensation, relative to industry norms, on salesforce retention. We find that bonus payments do enhance salesforce retention among firms whose total compensation is above industry average but not among firms whose total compensation is below industry average. Further, we also examine the role of sales training, non-financial motivational tools, and length of the selling cycle on salesforce retention.

Tài liệu tham khảo

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