haku: @author Radin, T.J. / yhteensä: 1
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| Tekijä: | Radin, T.J. Predmore, C.E. |
| Otsikko: | The myth of the salesperson: Intended and unintended consequences of product-specific sales incentives |
| Lehti: | Journal of Business Ethics
2002 : MAR, VOL. 36:1-2, p. 79-92 |
| Asiasana: | Incentives Salespeople Business ethics Marketing Stakeholders Sales Social responsibility USA |
| Kieli: | eng |
| Tiivistelmä: | Product-specific sales incentives (PSIs), or "spiffs," have instigated conflict in business and sales for more than 50 yrs. PSIs are exactly what they sound like: incentives offered by manufacturers to salespeople to encourage them to promote certain products above those of competitors. PSIs have provoked considerable controversy. The research conducted explores the reaction to PSIs by people of different ages. It reveals a correlation between age, education, and reaction to PSIs. The findings correspond with the Josephson Institute of Ethics report, which found that younger adults tend to exhibit higher tolerance for unethical behavior. Examination of PSIs, like other sales incentives, reveals intentional and unintentional consequences to a wide array of stakeholders. The research indicates that there is value inherent in considering both the propriety and manner of implementation of sales incentives, such as PSIs. |
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