• DocumentCode
    2247962
  • Title

    Analysis on Incentive Distortion and Feedback Incentive of Salespersons

  • Author

    Jiang, Y.B.

  • Author_Institution
    Law Sch., Jiangxi Univ. of Finance & Economic, Nanchang
  • Volume
    1
  • fYear
    2008
  • fDate
    19-19 Dec. 2008
  • Firstpage
    310
  • Lastpage
    314
  • Abstract
    Incentive of salespersons is an important part of corporate incentive mechanism. This article conducted analysis on incentive mechanism of salespersons based on systems thinking, and revealed that the causes of incentive distortion of salespersons lies in feedback function between various sub-systems of salespersonspsila incentive mechanism operating system, and proposed to effectively devise incentive measures and control salespersonspsila incentive distortion by feedback incentive method.
  • Keywords
    feedback; incentive schemes; corporate incentive mechanism; incentive distortion; salesperson feedback incentive mechanism operating system; systems thinking; Distortion measurement; Feedback; Finance; Humans; Information analysis; Information management; Marketing and sales; Observability; Remuneration; Seminars;
  • fLanguage
    English
  • Publisher
    ieee
  • Conference_Titel
    Business and Information Management, 2008. ISBIM '08. International Seminar on
  • Conference_Location
    Wuhan
  • Print_ISBN
    978-0-7695-3560-9
  • Type

    conf

  • DOI
    10.1109/ISBIM.2008.254
  • Filename
    5117491
    • Link To Document
    https://search.isc.ac/dl/search/defaultta.aspx?DTC=49&DC=2247962