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Motivational Incentives for Developing Salesforce performance in Emerging Markets (CROSBI ID 577500)

Prilog sa skupa u zborniku | izvorni znanstveni rad | međunarodna recenzija

Ozimec, Kristina ; Tomašević Lišanin, Marija Motivational Incentives for Developing Salesforce performance in Emerging Markets // Creativity, Innovation, Entrepreneurship and Technology Management - The 2011 Summer International Conference on Asia Pacific Business Innovation and Technology Manegement / Liao, Jerry CH ; Wu, Gary KJ (ur.). Peking: Institute of Electrical and Electronics Engineers (IEEE), 2011. str. 245-250

Podaci o odgovornosti

Ozimec, Kristina ; Tomašević Lišanin, Marija

engleski

Motivational Incentives for Developing Salesforce performance in Emerging Markets

Motivation is important because it determines an individual's 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 are 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 courcess 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 are discussed.

sales. marketing; motivation; incentives; performance management

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Podaci o prilogu

245-250.

2011.

objavljeno

Podaci o matičnoj publikaciji

Creativity, Innovation, Entrepreneurship and Technology Management - The 2011 Summer International Conference on Asia Pacific Business Innovation and Technology Manegement

Liao, Jerry CH ; Wu, Gary KJ

Peking: Institute of Electrical and Electronics Engineers (IEEE)

978-1-4244-9652-5

2094-506X

Podaci o skupu

The 2011 Summer International COnference on Asia Pacific Business Innovation and Technology Manegement - Creativity, Innovation, Entrepreneurship and Technology Management

predavanje

10.07.2011-12.07.2011

Dalian, Kina

Povezanost rada

Ekonomija