The perceived motivational effectiveness of sales incentives in the insurance industry and a comparison of the analytic hierarchy process and conjoint analysis
CYNTHIA F. HADLEY · Summit (Simon Fraser University) · 1991
The use of non-monetary incentives (i.e.contests, recognition, conventions etc.) is a common practice i n sales management.Despite the widespread use of these incentives, we have l i t t l e knowledge regarding t h e i r effectiveness.Further, t h e e x i s t i n g research focuses on t h e employee salesperson, ignoring t h e increasingly common independent salesperson.