02063nam a2200217Ia 4500 20260803094231.0 251212s9999 xx 000 0 und d How do specialized personal incentives enhance sales performance? The benefits of steady sales growth / Ashutoh Patil & Niladri Syam. Journal of Marketing 82 1 1/1/2018 57-73 Article English : , interim quotas ; sales compensation ; state dependence ; Markov chain Monte Carlo The authors study specialized personal incentives (SPIs), which are cash rewards granted to salespeople for meeting interim performance goals within regular sales quota period (monthly, quarterly, etc.). Because firms often institute multiple SPIs, the authors are able to investigate whether different sales achievement trajectories have differential impacts on salespeople`s period-end sales performance. The authors find that a steadily growing sales trajectory in a sales period is more strongly associated with period-end success than a sales trajectory that is relatively flat early but has a sharp spike later in the period. Furthermore, although a salespeople who had high performance in the prior month (i.e., high-performance state) may be able to draw on superior selling strategies (compared with other salespeople), they too experience a boost in sales performance in the current month by earning SPIs. Notably, the authors also find that although earning SPIs benefits all salespeople, there is U-shaped relationship between a salesperson`s performance state and his her month-end sales performance. For any specific number of SPIs earned, the probability of meeting and exceeding month-end quotas is boosted more for salespeople with low- and high-performance states than for salespeople with a medium-performance state. lcc pr jpascua 2020-11-03 15:32:38 jpascua 2020-11-03 15:32:38 0 0 0 1 0 0 0 0 0 11600 11498 11498