Year: 2020
Type: Proceeding article
Title: MEASURING THE EFFECT OF SALARY RAISE OVER THE PERFORMANCE OF SALES PROFESSIONALS – THE CASE OF AN INTERNATIONAL ORGANIZATION
Author: Dimovska, Nena
Author: Eftimov, Lјupcho
Abstract: 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.
Publisher: Ss Cyril and Methodius University, Faculty of Economics-Skopje
Relation: Proceedings of the international conference "Economic and Business Trends Shaping the Future"
Identifier: oai:repository.ukim.mk:20.500.12188/16159
Identifier: http://hdl.handle.net/20.500.12188/16159Identifier: 10.47063/ebtsf.2020.0035
Identifier: http://doi.org/10.47063/EBTSF.2020.0035Identifier: https://repository.ukim.mk/bitstream/20.500.12188/9717/1/EBTSF-20_paper_60.pdf
