Managers’ Perceptions of the Effectiveness of Cash vs. Non-Cash Awards for Sales and Customer Service Employees
The Sustainable Global Marketplace Developments in Marketing Science: Proceedings of the Academy of Marketing Science（2015）
Abstract
A survey of 235 managers found that, overall, non-cash awards were felt to be more effective for most organizational objectives assessed in this study. However, cash awards were seen as being more effective for increasing sales and to some extent for improving customer acquisition and referrals.
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Key words
Organizational Objective,Gift Certificate,Recognition Program,Increase Customer Satisfaction,Cash Reward
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