Naslov
Motivational Incentives for Developing Salesforce performance in Emerging Markets

Autori
Ozimec, Kristina ; Tomašević Lišanin, Marija

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
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), 2011, 245-250

ISBN
978-1-4244-9652-5

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

Mjesto i datum
Dalian, Kina, 10.07.2011. - 12.07.2011

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
sales. marketing; motivation; incentives; performance management

Sažetak
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.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA