The effect of travel incentive to sales person performance in corporate channel

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dc.authorid0000-0002-8238-3185en_US
dc.contributor.authorDüzgün, Fehim
dc.contributor.authorTelli, Eda
dc.contributor.authorTelli, Gonca
dc.date.accessioned2024-07-12T21:32:18Z
dc.date.available2024-07-12T21:32:18Z
dc.date.issued2019en_US
dc.departmentRektörlük, Kongreler, Uluslararası İşletme ve Pazarlama Kongresien_US
dc.description.abstractSales persons in corporate channel are responsible for selling the products and services to companies. They visit companies and improve relationship to convince them to buy products. Mostly these are white collar employees and have mid-level education & earnings. To improve sales person motivation and performance, mainly operator apply small cash incentives based on their sales target and Key Performance Indicators. In corporate channel (B2B); companies buy products for their employees and mainly they choose well-known brands not get their employees complain in case of dissatisfaction. For that reason, smaller brands need to make push effect to companies to convince them to buy their products. In this case study, a travel campaign has applied as incentive as a non-monetary to sales people which is expected to give high value perception. Aim of this case study is to check the nonmonetary incentive affect to corporate sales person motivation and sales performance.en_US
dc.identifier.citationDüzgün, F., Telli, E. ve Telli, G. (2019). The effect of travel incentive to sales person performance in corporate channel. International Congress on Business and Marketing. s. 149-155.en_US
dc.identifier.endpage155en_US
dc.identifier.isbn978-605-2124-27-7
dc.identifier.startpage149en_US
dc.identifier.urihttps://icbm.world/?lang=tr
dc.identifier.urihttps://hdl.handle.net/20.500.12415/6375
dc.language.isoenen_US
dc.publisherMaltepe Üniversitesien_US
dc.relation.ispartofInternational Congress on Business and Marketingen_US
dc.relation.publicationcategoryUluslararası Konferans Öğesien_US
dc.rightsCC0 1.0 Universal*
dc.rightsinfo:eu-repo/semantics/openAccessen_US
dc.rights.urihttp://creativecommons.org/publicdomain/zero/1.0/*
dc.snmzKY07940
dc.subjectSales person motivationen_US
dc.subjectnon-monetary incentivesen_US
dc.subjectsmartphone industryen_US
dc.subjectB2B salesen_US
dc.titleThe effect of travel incentive to sales person performance in corporate channelen_US
dc.typeConference Object
dspace.entity.typePublication

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