IDEAS home Printed from https://ideas.repec.org/a/pal/jmarka/v7y2019i1d10.1057_s41270-018-00047-y.html
   My bibliography  Save this article

Salespeople’s reward preference methodological analysis

Author

Listed:
  • Echchakoui Said

    (University of Quebec at Rimouski)

Abstract

Research on salespeople’s preferences for rewards lacks consistency, especially regarding the importance of reward recognition. Contrary to the theoretical expectation, they found the recognition is less ranked by salespeople. These researches used ordinal or cardinal pairwise comparisons and explain these founding inconsistencies using context, such as industry standards and culture. This study argues that these results’ discrepancies may be attributed to the methodology used by researchers. To show our view, this paper demonstrates that ordinal and cardinal pairwise comparisons fail the conditions of Arrow’s impossibility theorem. With a case of 99 call center agents, we compare the salespeople’s reward preference results using five methods: (1) ordinal pairwise comparison method, (2) cardinal pairwise comparison method, (3) analytical hierarchy process (AHP), (4) fuzzy AHP, and fuzzy AHP-TOPSIS (technical order preference by similarity to the ideal solution). Results show except of salary that takes first place for each method, finding of two classes of methods are distinguishable. The first class includes the ordinal and cardinal methods, in which salespeople’s preferences for recognition rank last. The second class, which contains AHP, fuzzy AHP, and fuzzy AHP-TOPSIS, orders recognition in three or four positions.

Suggested Citation

  • Echchakoui Said, 2019. "Salespeople’s reward preference methodological analysis," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(1), pages 24-39, March.
    • Handle: RePEc:pal:jmarka:v:7:y:2019:i:1:d:10.1057_s41270-018-00047-y
    DOI: 10.1057/s41270-018-00047-y
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1057/s41270-018-00047-y
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1057/s41270-018-00047-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Ford, Neil M. & Churchill, Gilbert Jr. & Walker, Orville Jr., 1985. "Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence," Journal of Business Research, Elsevier, vol. 13(2), pages 123-138, April.
    2. Paul D Berger, 2016. "One man’s path to marketing analytics," Journal of Marketing Analytics, Palgrave Macmillan, vol. 4(1), pages 1-13, March.
    3. Kannan, Devika & Jabbour, Ana Beatriz Lopes de Sousa & Jabbour, Charbel José Chiappetta, 2014. "Selecting green suppliers based on GSCM practices: Using fuzzy TOPSIS applied to a Brazilian electronics company," European Journal of Operational Research, Elsevier, vol. 233(2), pages 432-447.
    4. Amiya K. Basu & Rajiv Lal & V. Srinivasan & Richard Staelin, 1985. "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science, INFORMS, vol. 4(4), pages 267-291.
    5. Andris A. Zoltners & Prabhakant Sinha, 2005. "The 2004 ISMS Practice Prize Winner—Sales Territory Design: Thirty Years of Modeling and Implementation," Marketing Science, INFORMS, vol. 24(3), pages 313-331, September.
    6. Shimi Naurin Ahmad, 2017. "Uncovering the paths to helpful reviews using fuzzy-set qualitative comparative analysis," Journal of Marketing Analytics, Palgrave Macmillan, vol. 5(2), pages 47-56, June.
    7. Thomas Saaty & Luis Vargas, 2012. "The possibility of group choice: pairwise comparisons and merging functions," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 38(3), pages 481-496, March.
    8. Sandrine Hollet-Haudebert & Christophe Fournier & Fanny-Juliet Poujol & Ellen Pullins, 2015. "Designing Sales Contests in Call Centers: Understanding Inside Salespeople’s Preferences for Contest Design Attributes and Rewards," Post-Print hal-02044554, HAL.
    9. Vaidya, Omkarprasad S. & Kumar, Sushil, 2006. "Analytic hierarchy process: An overview of applications," European Journal of Operational Research, Elsevier, vol. 169(1), pages 1-29, February.
    10. Saaty, Thomas L. & Shang, Jen S., 2007. "Group decision-making: Head-count versus intensity of preference," Socio-Economic Planning Sciences, Elsevier, vol. 41(1), pages 22-37, March.
    11. Sen, Amartya, 1997. "On Economic Inequality," OUP Catalogue, Oxford University Press, number 9780198292975.
    12. Xavier Pierre & Diane-Gabrielle Tremblay, 2012. "Améliorer l'implication et la rétention des agents dans les centres d'appels : agir sur les pratiques de gestion," Post-Print halshs-00950606, HAL.
    13. Sen, Amartya Kumar, 1970. "The Impossibility of a Paretian Liberal," Scholarly Articles 3612779, Harvard University Department of Economics.
    14. Sen, Amartya, 1970. "The Impossibility of a Paretian Liberal," Journal of Political Economy, University of Chicago Press, vol. 78(1), pages 152-157, Jan.-Feb..
    15. Said Echchakoui, 2013. "Système de contrôle de la force de vente : bilan et voies de recherche," Post-Print hal-02055406, HAL.
    16. Sen, Amartya, 1995. "Rationality and Social Choice," American Economic Review, American Economic Association, vol. 85(1), pages 1-24, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Adam C. Merkle & Catherine Hessick & Britton R. Leggett & Larry Goehrig & Kenneth O’Connor, 2020. "Exploring the components of brand equity amid declining ticket sales in Major League Baseball," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(3), pages 149-164, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Branislav Boričić, 2023. "A Note On Dictatorship, Liberalism And The Pareto Rule," Economic Annals, Faculty of Economics and Business, University of Belgrade, vol. 68(238), pages 115-119, July – Se.
    2. Jorge Iván González, 2016. "Sentimientos y racionalidad en economía," Books, Universidad Externado de Colombia, Facultad de Economía, edition 1, number 75, August.
    3. Piacquadio Paolo G. & Di Bartolomeo Giovanni & Acocella Nicola, 2009. "A simple framework for investigating the properties of policy games," wp.comunite 0059, Department of Communication, University of Teramo.
    4. repec:hal:journl:dumas-00906152 is not listed on IDEAS
    5. Songtao Wang & Bin Li & Tristan Kenderdine, 2019. "Towards a Utilitarian Social Welfare Function¡ªIncome Inequality and National Welfare Growth in China," Research in World Economy, Research in World Economy, Sciedu Press, vol. 10(3), pages 344-358, December.
    6. Mejía Cubillos, Javier, 2012. "Ética y Justicia. Reflexiones a partir de The Idea of Justice de Amartya Sen [Ethics and justice. Reflections on The Idea of ​​Justice by Amartya Sen]," MPRA Paper 37458, University Library of Munich, Germany.
    7. Bertil Tungodden, 2004. "Some Reflections on the Role of Moral Reasoning in Economics," Nordic Journal of Political Economy, Nordic Journal of Political Economy, vol. 30, pages 49-59.
    8. Steven Pressman & Gale Summerfield, 2000. "The Economic Contributions of Amartya Sen," Review of Political Economy, Taylor & Francis Journals, vol. 12(1), pages 89-113.
    9. Roth, Timothy P., 2000. "Efficiency: An inappropriate guide to structural transformation," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 29(1), pages 109-126.
    10. E. Guzzini & A. Palestrini, 2012. "Coase theorem and exchangeable rights in non-cooperative games," European Journal of Law and Economics, Springer, vol. 33(1), pages 83-100, February.
    11. Broussolle, Damien, 2005. "Internal consistency of choice, Sen and the spirit of revealed preferences: A behaviorist approach," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 34(5), pages 605-620, October.
    12. Nirvikar Singh, 2004. "The Impact of International Labor Standards: A Survey of Economic Theory," International Trade 0412007, University Library of Munich, Germany.
    13. Roth, Timothy P., 1999. "Consequentialism, rights, and the new social welfare theory," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 28(1), pages 95-109.
    14. Stuart Corbridge, 2002. "Development as freedom: the spaces of Amartya Sen," Progress in Development Studies, , vol. 2(3), pages 183-217, July.
    15. Susumu Cato, 2015. "Weak Independence and Social Semi-Orders," The Japanese Economic Review, Japanese Economic Association, vol. 66(3), pages 311-321, September.
    16. Branislav Boricic, 2014. "Impossibility Theorems In Multiple Von Wright’S Preference Logic," Economic Annals, Faculty of Economics and Business, University of Belgrade, vol. 59(201), pages 69-84, April – J.
    17. Antoinette Baujard, 2016. "Utilitarianism and anti-utilitarianism," Chapters, in: Gilbert Faccarello & Heinz D. Kurz (ed.), Handbook on the History of Economic Analysis Volume III, chapter 40, pages 576-588, Edward Elgar Publishing.
    18. Leo Katz & Alvaro Sandroni, 2020. "Limits on power and rationality," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 54(2), pages 507-521, March.
    19. Christian Roessler & Sandro Shelegia & Bruno Strulovici, 2018. "Collective Commitment," Journal of Political Economy, University of Chicago Press, vol. 126(1), pages 347-380.
    20. Wesley H. Holliday & Eric Pacuit, 2020. "Arrow’s decisive coalitions," Social Choice and Welfare, Springer;The Society for Social Choice and Welfare, vol. 54(2), pages 463-505, March.
    21. Bernholz, Peter, 1997. "Property rights, contracts, cyclical social preferences and the Coase theorem: A synthesis," European Journal of Political Economy, Elsevier, vol. 13(3), pages 419-442, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jmarka:v:7:y:2019:i:1:d:10.1057_s41270-018-00047-y. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave-journals.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.