scholarly journals Identification and ranking of compensation strategies for oil distribution companies

2020 ◽  
Vol 3 (1) ◽  
pp. 112-140
Author(s):  
Hasan Boudlaie ◽  
Behrouz Keshavarz Nik ◽  
Mohammadhosein Kenarroodi

The purpose of the current study was to identify the strategic dimensions of sales force compensation in distribution companies. In this regard, three research questions have been answered: What are the appropriate strategies for employee compensation? What are the strategic dimensions of sales force compensation? What is the status of the study population regarding compensation? The study population consisted of sales managers in oil products distribution companies, academic professors in the field of marketing and sales at expert judgment department, 120 sales force and managers working in 20 oil products distribution companies. For statistical analysis, the Delphi method, analysis of means, binomial test and Friedman test were used. The results have shown that initially 16 strategies out of 40 proposed strategic reference points and then 17 approved strategic reference points in the sales force compensation section can be derived among which the following strategy held the top rating, “sales force compensation for services should be based on motivating factors in order to improve the competitive environment among employees and improve their sales performance”. Moreover, in terms of compensation strategy, the appropriateness of compensation for incentive service   of sales force in the studied companies was at a favorite level.

2020 ◽  
pp. 002224372096917
Author(s):  
Rob Waiser

Sales force incentive design often involves significant participation by sales managers in designing the compensation plans of salespeople who report to them. Although sales managers hold valuable territory-level information, they may benefit from misrepresenting that information given their own incentives. The author uses a game theoretic model to show (1) how a firm can efficiently leverage a manager’s true knowledge and (2) the conditions under which involving the manager is optimal. Under the proposed approach, the firm delegates sales incentive decisions to the manager within restrictive constraints. She can then request relaxed constraints by fulfilling certain requirements. The author shows how these constraints and requirements can be set to ensure the firm’s best possible outcome given the manager’s information. Thus, this “request mechanism” offers an efficient, reliable alternative to approaches often used in practice to incorporate managerial input, such as internal negotiations and behind-the-scenes lobbying. The author then identifies the conditions under which this mechanism outperforms the well-established theoretical approach of offering the salesperson a menu of contracts to reveal territory-level information.


1992 ◽  
Vol 65 (1) ◽  
pp. 93 ◽  
Author(s):  
Anne T. Coughlan ◽  
Chakravarthi Narasimhan

2021 ◽  
Vol 69 (1) ◽  
pp. 43-55
Author(s):  
Nicola Glaubitz

Abstract Bourdieu’s concepts of cultural capital and field, developed in the 1970s and 1980s, still provide systematic reference points for studies interested in literary cultures under market conditions. These concepts have found resonance in studies observing the changing organisation, structure, and social positions involved in the writing, reading, and circulation of literature. While both the conceptual clarity and the historical results Bourdieu achieved (in particular in his study The Rules of Art, originally published in 1992) have come under attack, both his key concepts and his multi-method approach function as a theoretical toolbox for present studies. The article discusses three studies (Childress 2017; English 2005; Guillory 1993) which make use of Bourdieu’s concept of capital in order to describe contemporary US publishing, the role of literary canons in higher education, and the status of literary awards. I argue that Bourdieu’s framework is productive in these cases when it is used in a heuristic way, when the idea of cultural and social capital is considered as processes and practices of valuation, and when it points to the political aspects of economies.


2012 ◽  
Vol 44 (2) ◽  
pp. 86-99 ◽  
Author(s):  
Pankaj M. Madhani

2014 ◽  
Vol 9 (3) ◽  
pp. 306-323 ◽  
Author(s):  
Said Echchakoui

Purpose – This paper aims to answer a prominent question that arises for the manager who wishes to recruit a salesperson to maintain and develop a portfolio–customer relationship: Under which condition is this decision profitable for the firm? Though several authors have underscored the importance of the salesperson's role in the creation of purchaser–salesperson relationships, in the author's knowledge, no study has focused on the salesperson's profitability in the relationship approach. This issue is significant for sales managers because the investment in sales force is greater, and the relationship profitability with customers is not guaranteed. Design/methodology/approach – Econometric model based on transaction cost economics theory and dynamic exchange between firm, salesperson and a customer. Specifically, this model links between customer life value, firm financial value, salesperson cost and relationship time. Findings – Three zones are identified that can characterize the dynamic salesperson profitability. It was shown that only one zone can be profitable to the firm. Research limitations/implications – This result is important because it can solve the equivocal posit between scholars with regard to the success or the failure of relationship marketing. This study also specifies the critical retention rate, the critical duration time in which a salesperson begins to be profitable. Originality/value – In the author's knowledge, this study is the first to use an exchange model to show in which conditions the salesperson will be profitable in relationship marketing.


2020 ◽  
Vol 4 (4) ◽  
pp. 71-81
Author(s):  
Iryna Yepifanova ◽  

The aim of the article. Marketing has long ceased to be a stimulating sales force, becoming the flagship of the company's course to meet the needs of the target audience. Many companies are aware of the urgent need to periodically review the status of their marketing operations to ensure proper management and, as a result, to remain competitive and achieve their goals. Fewer companies approach the step of control in marketing, not paying the necessary attention and not realizing the complexity of the process, especially in times of economic and social crisis. Today, more and more companies are realizing the need not only for a crisis audit of marketing operations, but also for a marketing audit. The purpose of the research is to study in practice the marketing audit implementation specifics in conditions of anti - crisis enterprise management and the necessity to improve business efficiency. To achieve the stated purpose goal, it is required to solve a number of tasks, in particular: to investigate the existing methodological toolkit of enterprise’ marketing policy and strategy effectiveness assessment; analyze the disadvantages and advantages of existing toolkit; provide the suggestions regarding marketing audit conducting and application of its results in the conditions of the anti-crisis enterprise management concept implementing (on the example of Ukrainian enterprises and international groups of companies). The results of the analyses. The implementation of the tasks set before the study allowed to obtain the following results: the existing methodological tools are analysed and the possibilities of its application in the work of the auditor during the marketing audit are determined; it is proved that the efficiency of the enterprise is a complex task, which consists not only of analysing the reserves of profitability, but also of analysing the effectiveness of marketing strategy of the company, entering new products and new products. Current practice shows that the following mandatory elements must be observed: marketing audit should be comprehensive. The audit should cover all areas of marketing, not just those areas where the problem is already perceived, or those areas where the team knows that they are superior. A holistic audit is the best way to unlock opportunities and can identify previously unknown reserves for profitability growth; marketing audit should be systematic. Order and efficiency are key elements of a successful marketing audit. In order to prevent gaps, it is necessary to take into account the characteristics of each environment, principles, strategies and activities of each structural element of the organization to be audited; marketing audit should be regular and periodic. Conclusions and perspectives for further research. During the study, the goal was achieved and the mechanism of marketing audit at the enterprise was determined through the establishment of step-by-step instructions with examples (Ukrainian and international companies). The study allowed to identify and justify the feasibility of further research and research in such areas as the industry specifics of the application of marketing audit tools; expediency of development of methodical documents on carrying out marketing audit and features of the organization of marketing audit at the enterprise (development of internal organizational and administrative documents). Key words: marketing audit, efficiency of the enterprise, filter model, marketing organization, competitive environment


2012 ◽  
Vol 28 (5) ◽  
pp. 903 ◽  
Author(s):  
Dale T. Eesley ◽  
Phani Tej Adidam

<span style="font-family: Times New Roman; font-size: small;"> </span><p style="margin: 0in 0.5in 0pt; text-align: justify; mso-pagination: none;"><span style="font-size: 10pt;"><span style="font-family: Times New Roman;">The sales literature has examined many characteristics of highly successful salespeople but as yet has not evaluated the concept of mavenness in the context of sales.<span style="mso-spacerun: yes;"> </span>Mavens are persons who have a passionate desire to freely share their expertise and knowledge for the benefit of others.<span style="mso-spacerun: yes;"> </span>This paper develops a three-factor measure of mavenness that measures levels of expertise, passion and the desire to share knowledge, and tests if higher levels of mavenness are associated with superior salesperson performance.<span style="mso-spacerun: yes;"> </span>The scale was administered to a sample of 122 salespersons in a large insurance company.<span style="mso-spacerun: yes;"> </span>Data on salesperson performance as well as other control variables were collected from archival records.<span style="mso-spacerun: yes;"> </span>Confirmatory factor analysis provided satisfactory support for the scale.<span style="mso-spacerun: yes;"> </span>Mavenness and the control variables were regressed on salesperson performance.<span style="mso-spacerun: yes;"> </span>All three factors of mavenness were highly significant.<span style="mso-spacerun: yes;"> </span>Sales managers can improve the selection and training of their sales force by using the scale to find candidates with high levels of mavenness.<span style="mso-spacerun: yes;"> </span>Although the concept of mavenness is not new, no attempt to measure this trait has been made previously.<span style="mso-spacerun: yes;"> </span>Furthermore, this trait has not before been tested to see if high levels of mavenness are associated with superior salesperson performance.<span style="mso-spacerun: yes;"> </span></span></span></p><span style="font-family: Times New Roman; font-size: small;"> </span>


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