Complementary Relationship of Sales Organization Culture and Compensation System: Practical Implications

World at Work Journal, Vol. 25, No. 3, pp. 40-58, July-September 2016

20 Pages Posted: 2 Mar 2017 Last revised: 28 Sep 2017

See all articles by Pankaj M. Madhani

Pankaj M. Madhani

Former Dean (Academics) & Professor

Abstract

Sales organizations should align culture and compensation systems to achieve performance goals and business results. By developing a culture that identifies and directs certain behaviors, organizations can achieve optimal balance of total rewards programs. This article identifies compensation strategies for various types of sales organization culture and provides various frameworks and illustrations for identifying optimal or best performing culture for a sales organization.

Keywords: Organization culture, compensation, sales performance

Suggested Citation

Madhani, Pankaj M., Complementary Relationship of Sales Organization Culture and Compensation System: Practical Implications. World at Work Journal, Vol. 25, No. 3, pp. 40-58, July-September 2016, Available at SSRN: https://ssrn.com/abstract=2925628

Pankaj M. Madhani (Contact Author)

Former Dean (Academics) & Professor ( email )

India

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