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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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 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.
doi_str_mv 10.1080/10696679.1999.11501822
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source EBSCOhost Business Source Ultimate; JSTOR Archival Journals and Primary Sources Collection; ABI/INFORM Global; Taylor and Francis Social Sciences and Humanities Collection
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
title Control and Motivation in Sales Management through the Compensation Plan
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