Please use this identifier to cite or link to this item: http://hdl.handle.net/20.500.12188/16159
Title: MEASURING THE EFFECT OF SALARY RAISE OVER THE PERFORMANCE OF SALES PROFESSIONALS – THE CASE OF AN INTERNATIONAL ORGANIZATION
Authors: Dimovska, Nena
Eftimov, Lјupcho 
Issue Date: 14-Nov-2020
Publisher: Ss Cyril and Methodius University, Faculty of Economics-Skopje
Conference: Proceedings of the international conference "Economic and Business Trends Shaping the Future"
Abstract: <jats:p>Should fixed salary be the single and most appropriate tool for motivating employees; or should management consider a more diverse, innovative tools for motivation, based on multiple factors? Does a salary increase always guarantee ROI? Also, will sales professionals be motivated by an incremental, equal-to-all salary increase? This paper elaborates these and similar dilemmas and presents a research conducted in the sales sector, in a medium-sized international firm. It represents consequences of applying an equal and applicable to all salary increase of 10%. Тhe paper tries to reject traditional beliefs (and awards distribution models) that salary, per se, is the highest source or motivation and a guarantee for improving performance. Тhe research shows how sales professionals are affected by incremental salary increase, and tries to provide recommendations for further research on effective, cost-efficient award strategies that increase motivation and performance and can be easily adopted in similar organizations.</jats:p>
URI: http://hdl.handle.net/20.500.12188/16159
DOI: 10.47063/ebtsf.2020.0035
http://doi.org/10.47063/EBTSF.2020.0035
Appears in Collections:Faculty of Economics 02: Conference papers / Трудови од научни конференции

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