Effort or timing: The effect of lump-sum bonuses |
| |
Authors: | Thomas J Steenburgh |
| |
Institution: | (1) Harvard Business School, Soldiers Field, Boston, MA 02163, USA |
| |
Abstract: | This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental
orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing
incremental benefits to the firm) with their order submissions. We find that lump-sum bonuses primarily motivate salespeople
to work harder—a result that is consistent with the widespread use of bonuses in practice, but that contradicts earlier empirical
work in academics.
|
| |
Keywords: | Sales force incentives Compensation methods |
本文献已被 SpringerLink 等数据库收录! |
|