Incentivizing of inside sales units — the interplay of incentive types and unit structures

Homburg, Christian ; Morguet, Theresa ; Hohenberg, Sebastian

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Document Type: Article
Year of publication: 2021
The title of a journal, publication series: Journal of Personal Selling & Sales Management : JPSSM
Volume: 41
Issue number: 3
Page range: 181-199
Place of publication: Philadelphia, PA ; London
Publishing house: Taylor & Francis Group ; Routledge
ISSN: 0885-3134 , 1557-7813
Publication language: English
Institution: Business School > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
Subject: 650 Management
Keywords (English): incentives, social network analysis, network theory, inside sales
Abstract: Although companies are increasingly deploying inside sales units, knowledge is scarce regarding how to effectively incentivize them. In addressing this neglect, this study draws on network theory to scrutinize how various unit and individual financial and non-financial incentives affect inside sales units’ performance. In addition, the authors examine the contingent roles of two unit-level network measures, density and centralization. Using data from 366 salespeople working in 118 inside sales units, the authors empirically test the predicted relationships. Results reveal that unit incentives are positively related to unit performance, whereas individual incentives notably have a negative relationship with unit performance. Results further reveal that both density and centralization influence the incentive–unit performance relationships. Overall, findings indicate that the effects of various incentives in the inside sales unit context differ from those in other contexts, resulting in important implications for managers.
Additional information: Verfasserin hier: Morguet, Theresa R.

Dieser Eintrag ist Teil der Universitätsbibliographie.

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