000			02063nam a2200217Ia 4500
005			20260803094231.0
008			251212s9999 xx 000 0 und d
245	1		_aHow do specialized personal incentives enhance sales performance? The benefits of steady sales growth / _cAshutoh Patil & Niladri Syam.
240	1		_aJournal of Marketing
100			_a82
100			_d1
700			_a1/1/2018
700	0		_a57-73
110			_aArticle
260			_aEnglish : _b,
250			_ainterim quotas ; sales compensation ; state dependence ; Markov chain Monte Carlo
300			_aThe 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.
942			_2lcc _cpr _ajpascua _b2020-11-03 15:32:38 _djpascua _e2020-11-03 15:32:38
943			_b0 _c0 _d0 _e1 _f0 _g0 _h0 _i0 _j0
998			_a11600
999			_c11498 _d11498