The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans

Designing a sales compensation plan is an important task of salesforce managers. Recently, researchers in the marketing literature have used an agency-theoretic framework to explain the impact of environmental uncertainty on the proportion of incentive versus fixed pay in the sales compensation plan...

Ausführliche Beschreibung

Bibliographische Detailangaben
Veröffentlicht in:	Marketing Letters. - Springer Science + Business Media. - 6(1995), 3, Seite 183-197
1. Verfasser:	Joseph, Kissan (VerfasserIn)
Weitere Verfasser:	Kalwani, Manohar U.
Format:	Online-Aufsatz
Sprache:	English
Veröffentlicht:	1995
Zugriff auf das übergeordnete Werk:	Marketing Letters
Schlagworte:	Salesforce compensation agency theory environmental uncertainty Economics Business Behavioral sciences Mathematics


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245	1	4	\|a The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans
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520			\|a Designing a sales compensation plan is an important task of salesforce managers. Recently, researchers in the marketing literature have used an agency-theoretic framework to explain the impact of environmental uncertainty on the proportion of incentive versus fixed pay in the sales compensation plan. While the theory and its variants have been well developed, empirical tests of some of the prescriptions emerging from this framework have been limited and inconclusive. In mis research, we empirically investigate the impact of environmental uncertainty on the design of salesforce compensation plans. Our findings indicate that incorporating a measure of risk aversion is crucial to obtaining support for the agency-theoretic prescriptions. Specifically, as predicted by theory, we find that the proportion of incentive pay in the sales compensation plan is influenced not only by the amount of environmental uncertainty but also by the risk preferences of salespeople employed by the firm. Ws also test and find directional support for the agency-theoretic prescription that the amount of total compensation should increase with an increase in salespersons' tolerance for risk. Finally, we discuss the managerial implications of these findings and outline directions for future research.
650		4	\|a Salesforce compensation
650		4	\|a agency theory
650		4	\|a environmental uncertainty
650		4	\|a Economics \|x Economic disciplines \|x Financial economics \|x Finance \|x Financial analysis \|x Risk management \|x Risk aversion
650		4	\|a Business \|x Business administration \|x Human resources \|x Employee motivation \|x Productivity incentives \|x Incentive pay
650		4	\|a Economics \|x Economic disciplines \|x Labor economics \|x Employment \|x Occupations \|x Service industry employees \|x Sales personnel
650		4	\|a Behavioral sciences \|x Psychology \|x Personality psychology \|x Psychological attitudes \|x Tolerance for uncertainty
650		4	\|a Business \|x Business administration \|x Business management \|x Sales management
650		4	\|a Business \|x Business administration \|x Corporate communications \|x External corporate communications \|x Marketing
650		4	\|a Business \|x Business administration \|x Human resources \|x Employee compensation \|x Salary
650		4	\|a Mathematics \|x Applied mathematics \|x Statistics \|x Applied statistics \|x Descriptive statistics \|x Measures of variability \|x Statistical variance
650		4	\|a Economics \|x Economic disciplines \|x Financial economics \|x Finance \|x Financial analysis \|x Risk management \|x Risk preferences
650		4	\|a Mathematics \|x Applied mathematics \|x Statistics \|x Applied statistics \|x Descriptive statistics \|x Statistical distributions \|x Normal distribution curve \|x Standard deviation
655		4	\|a research-article
700	1		\|a Kalwani, Manohar U. \|e verfasserin \|4 aut
773	0	8	\|i Enthalten in \|t Marketing Letters \|d Springer Science + Business Media \|g 6(1995), 3, Seite 183-197 \|w (DE-627)271175397 \|w (DE-600)1478939-5 \|x 1573059X \|7 nnns
773	1	8	\|g volume:6 \|g year:1995 \|g number:3 \|g pages:183-197
856	4	0	\|u https://www.jstor.org/stable/40216373 \|3 Volltext
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