Download or read book Compensation and Peer Effects in Competing Sales Teams written by Tat Y. Chan and published by . This book was released on 2016 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This paper examines how compensation systems impact peer effects and competition in collocated sales teams. We use department store sales data to show that compensation systems influence worker incentives to help and compete with peers within and across firms, which in turn changes how coworker ability impacts worker performance. We find that high-ability workers improve peer productivity under team-based compensation while hurting peers under individual-based compensation. We also document peer effects across firm boundaries that depend on compensation system and impact market competition, and identify how compensation influences workers' strategic responses to peers through discretionary price discounting. We further exploit compensation changes by two firms to discount alternative explanations of endogenous compensation choice and hiring. Our results suggest that heterogeneity in worker ability enhances team performance under team-based compensation while hurting individual-based firms, and that peer interactions are a critical component in understanding firm performance and market competition.

Download or read book General Systems Theory written by Jeffrey Yi-Lin Forrest and published by Springer. This book was released on 2018-12-19 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book demonstrates the theoretical value and practical significance of systems science and its logic of thinking by presenting a rigorously developed foundation—a tool for intuitive reasoning, which is supported by both theory and empirical evidence, as well as practical applications in business decision making. Following a foundation of general systems theory, the book presents an applied method to intuitively learn system-sciences fundamentals. The third and final part examines applications of the yoyo model and the theoretical results developed earlier within the context of problems facing business decision makers by organically combining methods of traditional science, the first dimension of science, with those of systems science, the second dimension, as argued by George Klir in the 1990s. This text would benefit graduate students, researchers, or practitioners in the areas of mathematics, systems science or engineering, economics, and business decision science.

Download or read book Experiments in Organizational Economics written by Sebastian J. Goerg and published by Emerald Group Publishing. This book was released on 2016-12-22 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research in Experimental Economics (REXE) Volume 19 entitled 'Experiments in Organizational Economics' highlights the importance of replicating previous economic experiments.

Download or read book The Handbook of Organizational Economics written by Robert S. Gibbons and published by Princeton University Press. This book was released on 2013 with total page 1248 pages. Available in PDF, EPUB and Kindle. Book excerpt: (E-book available via MyiLibrary) In even the most market-oriented economies, most economic transactions occur not in markets but inside managed organizations, particularly business firms. Organizational economics seeks to understand the nature and workings of such organizations and their impact on economic performance. The Handbook of Organizational Economics surveys the major theories, evidence, and methods used in the field. It displays the breadth of topics in organizational economics, including the roles of individuals and groups in organizations, organizational structures and processes, the boundaries of the firm, contracts between and within firms, and more.

Download or read book Handbook of the Economics of Marketing written by and published by Elsevier. This book was released on 2019-09-19 with total page 632 pages. Available in PDF, EPUB and Kindle. Book excerpt: Handbook of the Economics of Marketing, Volume One: Marketing and Economics mixes empirical work in industrial organization with quantitative marketing tools, presenting tactics that help researchers tackle problems with a balance of intuition and skepticism. It offers critical perspectives on theoretical work within economics, delivering a comprehensive, critical, up-to-date, and accessible review of the field that has always been missing. This literature summary of research at the intersection of economics and marketing is written by, and for, economists, and the book's authors share a belief in analytical and integrated approaches to marketing, emphasizing data-driven, result-oriented, pragmatic strategies. Helps academic and non-academic economists understand recent, rapid changes in the economics of marketing Designed for economists already convinced of the benefits of applying economics tools to marketing Written for those who wish to become quickly acquainted with the integration of marketing and economics

Download or read book Organizational Wrongdoing written by Donald Palmer and published by Cambridge University Press. This book was released on 2016-07-18 with total page 547 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organizational Wrongdoing is an essential companion to understanding the causes, processes and consequences of misconduct at work. With contributions from some of the world's leading management theorists, past theories on misconduct are critically evaluated, and the latest research is introduced, expanding the boundaries of our knowledge and filling in gaps highlighted in previous studies. A wide range of unethical, socially irresponsible, and illegal behaviors are discussed, including cheating, hyper-competitive employee actions, and financial fraud. Further multiple levels of analysis are considered, ranging from individual to organization-wide processes. By providing a contemporary overview of wrongdoing and misconduct, this book provides solid and accessible foundations for established researchers and advanced students in the fields of behavioral ethics and organizational behavior.

Download or read book Top Dog written by Po Bronson and published by Twelve. This book was released on 2013-02-19 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: New York Times Bestseller Po Bronson and Ashley Merryman's work changes the national dialogue. Beyond their bestselling books, you know them from commentary and features in the New York Times, CNN, NPR, Time, Newsweek, Wired, New York, and more. E-mail, Facebook, and Twitter accounts are filled with demands to read their reporting (such as "How Not to Talk to Your Kids," "Creativity Crisis," and "Losing Is Good for You"). In Top Dog, Bronson and Merryman again use their astonishing blend of science and storytelling to reveal what's truly in the heart of a champion. The joy of victory and the character-building agony of defeat. Testosterone and the neuroscience of mistakes. Why rivals motivate. How home field advantage gets you a raise. What teamwork really requires. It's baseball, the SAT, sales contests, and Linux. How before da Vinci and FedEx were innovators, first, they were great competitors. Olympians carry Top Dog in their gym bags. It's in briefcases of Wall Street traders and Madison Avenue madmen. Risk takers from Silicon Valley to Vegas race to implement its ideas, as educators debate it in halls of academia. Now see for yourself what this game-changing talk is all about.

Download or read book History Of Marketing Science The Second Edition written by Russell S Winer and published by World Scientific. This book was released on 2023-06-16 with total page 848 pages. Available in PDF, EPUB and Kindle. Book excerpt: The field of marketing science has evolved significantly in the last 70 years. Throughout its rich history, developments in this field have always been anchored on marketing phenomena that drew on economics, statistics, operations research, and related disciplines. This book reviews the accomplishments of notable marketing scientists in several research areas. It emphasizes both the role and the importance that pioneers in marketing science have had in the rapid development of this field and honors those contributions.This second edition of the book offers updates of the former chapters and six new chapters on emerging areas of marketing science including machine learning, field experimentation methods, and internet marketing. Combined with older areas of research like endogeneity, services, and market segmentation, this book provides a road map for the development of 22 areas of marketing science, which not only is useful from a historical perspective but also identifies important gaps in the literature which can provide an impetus for future research. As such, it provides an important resource for the main consumers of the academic marketing research literature: doctoral students, faculty, and marketing science practitioners in consulting firms and companies.

Download or read book The Role of Leadership in Human Resource Management written by Shuming ZHAO and published by Taylor & Francis. This book was released on 2024-08-30 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book underscores the crucial link between leadership and human resource management (HRM) and their collective impact on organizational outcomes. It highlights the need for integrating research in both fields to fully understand their effects at organizational, team, and individual levels. The interaction between leadership and HRM, which can either complement or substitute for one another, is beginning to be explored in recent studies. Specifically, the book points out the relevance of cultural, institutional, and historical contexts in the Asia Pacific, particularly in China, where Western models may not capture the unique aspects of leadership and HRM. It discusses the significance of paternalistic leadership and specific HRM practices in China, emphasizing their implications for performance. The book argues for the importance of examining these interactions comprehensively, suggesting that a combined study of leadership and HRM, across different levels and contexts, presents valuable research avenues. The twelve chapters in this volume offers insights into leadership and HRM in China, showcasing a variety of leadership behaviours and HRM practices. The chapters in this book were originally published as a special issue of Asia Pacific Business Review.

Download or read book A Practical Approach to Sales Compensation written by Doug J. Chung and published by . This book was released on 2020-06-04 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Practical Approach to Sales Compensation takes readers through the evolution of academic research on sales compensation. By examining the relevance of existing research, it provides practical guidance on the design of an effective compensation system. Furthermore, the monograph discusses how recent technological advances in artificial intelligence (AI) and machine learning (ML) shape sales strategy transformation and, thus, sales compensation systems of the future. After an introduction, Section 2 illustrates a practical outline for designing a sales compensation system and the associated dilemma that organizations often face. Section 3 examines the theoretical foundations of effective sales compensation structures and their validity--in particular, application of the principal-agent theory, which derives optimal compensation systems under the presence of agents' moral hazard. Section 4 addresses recent developments in field research: randomized field experiments jointly conducted by academics and organizations as well as structural econometric methods using micro-level performance and compensation data. Section 5 illustrates how advances in technology affect organizations' sales strategies and, thus, the challenges and opportunities in utilizing compensation structure to motivate salespeople.

Download or read book Corporate Performance and Managerial Ties in China written by Chris Rowley and published by Routledge. This book was released on 2021-11-29 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: In many countries, business practitioners, policy makers, pundits and laypeople want to know how strong China really is in business. In the preceding century, the overall tone of business comments on China was filled with fanfare and ovation. However, despite economic performance and seemingly inexorable growth, some global data in areas such as labour productivity and digital competitiveness, show a different and more nuanced picture. This collection provides a multi-level reality check on the Chinese economy, firm performance and managerial ties. Given that China must transform its economy and business that can pull global talent together to produce high-end technologies for radically innovative products and services, this book proposes two questions. First, can China restructure its economy from a low-cost growth model to a high value-added innovative model without incurring major structural inertia? Second, can Chinese firms outperform competitors in global high value markets without relying on state initiatives, central funding mechanisms and public R&D institutions? This book was originally published as a special issue of the journal, Asia Pacific Business Review.

Download or read book Measuring Peer Effects in Sales Research written by Yashar Atefi and published by . This book was released on 2020 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peers are important sources of influence in the workplace. In addition to a voluminous literature in management, economics, and education on peer effects, a number of sales researchers have documented the effect of peers on salespeople's attitudes, behaviors, and performance using different research designs, from surveys to observational studies. Despite the importance of peers, some scholars have raised issues with the way peer effects are measured, indicating that some of the documented effects might be spurious or artifacts of the underlying statistical models. In this article, the authors first review the current literature on peer effects in sales. Then, drawing on current critiques on the measurement of peer effects, they classify different measurement challenges that researchers face in identifying these effects. Finally, the authors build on different solutions that some researchers have applied to circumvent these issues to provide a list of potential remedies for both observational and survey research designs.

Download or read book Compensating New Sales Roles written by Jerome A. Colletti and published by AMACOM Div American Mgmt Assn. This book was released on 2001 with total page 452 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.

Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris A. Zoltners and published by Amacom Books. This book was released on 2006 with total page 524 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.  Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Download or read book Organizational Wrongdoing written by Donald Palmer and published by Cambridge University Press. This book was released on 2016-07-18 with total page 547 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive overview of the causes, processes and consequences of wrongdoing and misconduct across all levels of an organization.

Download or read book The Sales Compensation Handbook written by Stockton B. Colt and published by Amacom Books. This book was released on 1998 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.

Download or read book Human Resource Management and Internal Marketing written by Teena Mishra and published by Taylor & Francis. This book was released on 2022-12-30 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explains various key concepts of internal marketing and its relation to human resource management, commitment, service quality, market orientation, etc. Various human resource models are insufficient to define internal marketing. Therefore there is a need to focus on the models and key concepts of human resource management and internal marketing and in what way they contribute to organizational success. It involves motivation, internal market research, internal communication, internal segmentation, employee retention, inter-functional coordination, and internal branding. The current need for human resource management is to link human resource management and marketing practices which are called internal marketing. Internal marketing plays an eminent role in organizational success. This book helps students, practitioners, start-ups, and educationists. This is a research monograph that will assist an organization to decide the future of human resource management as well as organizational development. This book is for marketing as well as human resource discipline, as internal marketing is the integration of marketing and human resource management. Due to new technology, globalization, and liberalization market need and demand are also changing, thus it is necessary to understand new trends in the application of human resources. Therefore, it is necessary to motivate and satisfy internal customers and make them market and skill-oriented.