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Communication Dans Un Congrès Année : 2015

Designing Sales Contests in Call Centers: Understand Telemarketers’ Preferences and Recommendations for Compensation

Résumé

Sales contests are widely used by firms to motivate employees, reduce absenteeism and limit staff turnover. The objective here is to determine the reward preferences of call center employees in terms both of the type of sales contests and of rewards. We conduct an experiment and use the conjoint analysis method to measure employee preferences.
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Dates et versions

hal-02015973 , version 1 (12-02-2019)

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  • HAL Id : hal-02015973 , version 1

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Sandrine Hollet-Haudebert, Christophe Fournier, Fanny-Juliet Poujol. Designing Sales Contests in Call Centers: Understand Telemarketers’ Preferences and Recommendations for Compensation. Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference, 2015, Portland, United States. pp.276-280. ⟨hal-02015973⟩
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