Control and Motivation in Sales Management through the Compensation Plan

Compensation is the method used by sales managers to control and motivate salespeople. This paper discusses the interaction between control and motivation through the compensation plan. Compensation, as used here, is money. The paper includes a discussion of money as a motivator.

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Bibliographic Details
Published in:Journal of marketing theory and practice 1999-01, Vol.7 (1), p.80-83
Main Author: Cooke, Ernest F.
Format: Article
Language:English
Subjects:
Compensation
Compensation plans
Fixed costs
Marginal value
Marketing
Marketing management
Motivation
Overtime
Overtime pay
Salary
Sales commissions
Sales management
Sales personnel
Salespeople
Studies
Supervision
Teacher responsibility
Teaching
Variable costs
Wages & salaries
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Description
Summary:Compensation is the method used by sales managers to control and motivate salespeople. This paper discusses the interaction between control and motivation through the compensation plan. Compensation, as used here, is money. The paper includes a discussion of money as a motivator.
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.1999.11501822