MARKETING DECISION MAKING BEHAVIOR UNDER THE INFLUENCE OF ATTRACTIVE PERFORMANCE-LINKED REWARDS
* 본 문서는 배포용으로 복사 및 편집이 불가합니다.
서지정보
ㆍ발행기관 : 글로벌지식마케팅경영학회(GFMC)
ㆍ수록지정보 : Global Marketing Conference
ㆍ저자명 : Abhishek Pathak, Lewis Lim
ㆍ저자명 : Abhishek Pathak, Lewis Lim
영어 초록
Salaries of managers across many firms have sizeable performance-linked reward components. Conventional wisdom suggests that these performance-linked rewards are effective in keeping employees motivated and innovative. However, recent psychological research indicates that overly-attractive rewards may in fact reduce performance and be counterproductive for an otherwise high performing team. This issue has important implications for design of compensation schemes for marketing managers. Yet, few marketing management researchers have studied this phenomenon. How do performance-linked rewards influence the decision making styles of marketing managers who have to be innovative in dealing with competition? Does the promise of attractive performance-linked rewards help or hinder performance of a marketing unit? We sought to answer these questions via a simulation study in which we examined decision making processes and performance changes under different levels of performance-linked incentives. We find evidence to support that the practice of performance-linked rewards may benefit the low performers more than the high performers and that the high performers may not push themselves hard for the performance-linked rewards, thus lowering the performance levels. The findings are counterintuitive specifically for the high performers. Contrary to the popular notion and practice, we find that team performance including risk taking tendencies and innovative efforts actually dip in response to the high performance-linked rewards. Findings from our study provide new insights into the link between performance-linked rewards, decision making processes, and the actual performance of the managers. Our research also contributes prescriptions for calibration of compensation structures in order to promote more prudent decision making processes and to drive greater performance.참고 자료
없음"Global Marketing Conference"의 다른 논문
- THE ROLES OF GREEN PACKAGING IN UGLY FOOD PURCHASE INTE..22페이지
- THE IMPACT OF INDUCED AWE ON ETHICAL TOURIST BEHAVIORS5페이지
- A BIBLIOMETRIC ANALYSIS OF SPIRITUAL TOURISM RESEARCH15페이지
- SOCIAL NETWORK ANALYSIS AND RESPONSE TIME TESTING: CONS..11페이지
- THE EFFECTS OF PARA-SOCIAL INTERACTION ON ONLINE CELEBR..3페이지
- THE INFLUENCE OF OPINION LEADERS ON DAILY DEALS USER’S ..3페이지
- HOW IMMERSIVE RETAILING AFFECTS CONSUMERS’ URGE TO BUY:..6페이지
- KEY TO SUPERSTARDOM IN A GLOBALISED MARKET: THE ROLE OF..6페이지
- A POST-PANDEMIC LOOK AT TOURISTS’ PERCEIVED COOLNESS OF..4페이지
- EXTRACTING OFFLINE RETAIL SHOPPING PATTERNS: OLLABORATI..5페이지