한국콘텐츠학회논문지 (The Journal of the Korea Contents Association)

  • 제16권2호
  • /
  • Pages.45-56
  • /
  • 2016
  • /
  • 1598-4877(pISSN)
  • /
  • 2508-6723(eISSN)
한국콘텐츠학회 (The Korea Contents Association)
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판매원의 경험에 따른 임금의 동태적 변화 고찰

Investigating Dynamics in Salesforce Compensation Plan

  • 정호진 (홍익대학교 경영대학 경영학과) ;
  • 권경민 (홍익대학교 경영대학 경영학과)
  • 투고 : 2015.08.12
  • 심사 : 2015.09.07
  • 발행 : 2016.02.28
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⟨ 이전 논문 다음 논문 ⟩

초록

본 논문은 판매원의 경험에 따라 임금이 최적 임금이 어떻게 변화하는 지에 대하여 고찰하였다. 판매원의 경험이 판매 성과에 미치는 영향이 크지 않은 경우를 가정한 기존 논문과 달리, 우리는 판매원의 적정 수준 이상의 경험이 판매원의 업무 능력에 필수적인 환경에서, 판매에 따르는 인센티브 보상제도가 항상 최적이 아님을 밝혀냈다. 이 결과는 기존 논문들에서 다루어지지 않은 현상일 뿐 아니라, 현업에서 드물지 않게 관찰되는 임금 보상 제도를 설명한다.

This study explains about a phenomenon where the structure of the compensation plan for a single salesperson may vary as he/she gains experience. Unlike past studies that implicitly assume the limited effect on salesperson's experience, our result predicts that a salesperson will make an effort at every period early in his/her career without any commissions in order to gain experience. However, if one cannot expect any marginal returns of accumulated efforts, the sales manager must provide commissions on the high volume of sales at each period, to facilitate a high effort of a salesforce at earlier periods. Our paper provides important implications about dynamics in the compensation plan, which has not been addressed in the past studies but has frequently been witnessed in practice.

키워드

참고문헌

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