Abstract: Software companies have focused on effective incentive for outstanding salespeople. Research and make scientific incentives policies to evoke salespeople’s aggressiveness, significance to dig out salespeople’s potential which is also main method of attracting salespeople, stabilizing salespeople and developing salespeople. This research paper explores the factors of effective incentive based on MedEx Company, and hope to discover the key factors of effective incentive for salespeople in the software company. The relativity between effective incentive factors and individual characteristics so that help with exploring effective incentive scheme, whereby software companies can improve the existing incentives, improve overall performance, and improve the competitiveness of software company. Accordingly, this paper is divided into two levels to investigate for the incentives to salespeople. One is to realize incentive demand characteristics of high-tech company salespeople; the other is gaining variety of incentives and exploring the elements/relationship of the incentive by gender, age, length of service, education, job level and other individual characteristics through the analysis of survey data. This paper combines with business phenomena and problems which are preliminary analyzed and summarized. Next, explore various related theories which includes motivation theory (Maslow's hierarchy of needs theory, Herzberg’s two-factor theory and McClelland's need for achievement theory), the process theory of motivation (expectancy theory, equity theory and goal setting theory), comprehensive theory of motivation (Potter - Lawler motivation model) based on them. Then, based on various theoretical research combines with the thesis focuses assays on incentive theory and process theory of motivation, and compared comprehensive motivation theory with incentives effectiveness. Meantime, investigate some scholars’ conclusions from all over the world and provide the different opinion or evaluation for abstract Western theories and Chinese scholars’ research. Finally, get the inspiration, ideas and framework to this investigation by analyzing and summarizing to the problems of incentives for the case of the company, and then explore the case company by empirical investigation.
Keywords: Software Company, salespeople and incentive.
Title: MEDICAL SOFTWARE COMPANY SALES INCENTIVE STUDY
Author: Haiyan Zhang, Dr. Qiao-Ming Li
International Journal of Management and Commerce Innovations
ISSN 2348-7585 (Online)
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