This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

Transaction Cost Analysis provides an appealing framework for examining the role of salary versus incentive compensation because it identifies a set of theoretical constructs for determining the appropriate balance between these components. However, there is no evidence on the performance impact...

Performance management is an on-going process, which has an essential component part, performance measurement, which involves the identification, supervision and communication of performance results, through the relation to a set of performance indicators. Based on the assessment results,...

Is organizational culture a catalyst of competence development? This paper argues it is. The reason for this is that organizational culture fosters the process of learning and competence building and works as a glue between people and the organization they belong to. We employ a most recently...

This article specifies the concept of 'Organizational Culture of Participation' (OCP) as that part of an organizational culture which is linked to employee participation. Three OCP-types are distinguished by the way participation is promoted and supported in an organizational culture: (1) leader...

The contribution presents the results of research into organizational culture of Czech manufacturing companies. The study was carried out on a sample of respondents from top, medium and low management from 74 companies. The analysis of organizational culture was performed on the levels of...

The aim of this paper is to investigate the relationships between GLOBE organizational culture dimensions, facets of job satisfaction and the leadermember exchange relation in Serbian organizations. One of the most important aspects of this study was the demonstration of the utility of applying...

906 employees from Estonian companies were studied in order to explore how task-orientation and relationship-orientation of organisational culture influence attitudes to the process of organisational change among employees in post-socialist organisations. The current survey indicates that people...

The research focused on identifying the characteristics of a sustainable knowledge based organization from both theoretical and specialized perspective. In order to achieve this goal, an exploratory research was developed. This involved a survey that included 268 knowledge management specialists...