At this year's AMA Summer Academic Conference 2022 in Chicago, the Journal of Personal Selling and Sales Management honoured particularly innovative and practice-oriented research contributions in the field of sales and marketing research.
In this context, Prof. Dr. Dr. h.c. mult. Christian Homburg, Dr. Theresa Schyma, and Prof. Dr. Sebastian Hohenberg received the “Marvin Jolson Award 2022 – honorable mention” for their outstanding paper 'Incentivising of inside sales units – the interplay of incentive types and unit structures'.
In the paper, the researchers investigate how various unit and individual financial and non-financial incentives affect inside sales units’ performance. Using data from 366 salespeople working in 118 inside sales units, the authors empirically test the predicted relationships.
Overall, findings indicate that the effects of various incentives in the inside sales unit context differ from those in other contexts, resulting in important implications for managers. Read the full paper here!
We congratulate the successful researchers on this great achievement!