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Incentivizing of inside sales units — the interplay of incentive types and unit structures
Journal of Personal Selling & Sales Management Pub Date : 2021-02-04 , DOI: 10.1080/08853134.2021.1872381
Christian Homburg 1, 2 , Theresa R. Morguet 3 , Sebastian Hohenberg 4
Affiliation  

Abstract

Although companies are increasingly deploying inside sales units, knowledge is scarce regarding how to effectively incentivize them. In addressing this neglect, this study draws on network theory to scrutinize how various unit and individual financial and non-financial incentives affect inside sales units’ performance. In addition, the authors examine the contingent roles of two unit-level network measures, density and centralization. Using data from 366 salespeople working in 118 inside sales units, the authors empirically test the predicted relationships. Results reveal that unit incentives are positively related to unit performance, whereas individual incentives notably have a negative relationship with unit performance. Results further reveal that both density and centralization influence the incentive–unit performance relationships. Overall, findings indicate that the effects of various incentives in the inside sales unit context differ from those in other contexts, resulting in important implications for managers.



中文翻译:

内部销售单位的激励——激励类型和单位结构的相互作用

摘要

尽管公司越来越多地在销售部门内部部署,但关于如何有效激励他们的知识却很少。为了解决这种忽视,本研究利用网络理论来审查各种单位和个人的财务和非财务激励如何影响内部销售单位的绩效。此外,作者检查了两个单元级网络度量、密度和集中化的偶然作用。作者使用来自 118 个内部销售部门的 366 名销售人员的数据,对预测的关系进行了实证检验。结果表明,单位激励与单位绩效正相关,而个人激励与单位绩效显着负相关。结果进一步表明,密度和集中度都会影响激励与单位绩效的关系。总体,

更新日期:2021-02-04
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