Reward Management As A Part Of Bonus Programs In B2c Markets

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Reward Management as a Part of Bonus Programs in B2C Markets

Author : Sebastian Grosser
Publisher : diplom.de
ISBN 13 : 3832498222
Total Pages : 99 pages
Book Rating : 4.8/5 (324 download)

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Book Synopsis Reward Management as a Part of Bonus Programs in B2C Markets by : Sebastian Grosser

Download or read book Reward Management as a Part of Bonus Programs in B2C Markets written by Sebastian Grosser and published by diplom.de. This book was released on 2006-09-11 with total page 99 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inhaltsangabe:Abstract: At the moment bonus programs are alone or in combination with other instruments - one of the most successful and most often used marketing instruments in B2C markets, to retain customers by giving them a bonus for loyal behaviour. A typical bonus program of this kind is Payback. The problem is that still there is little known about why customers participate in bonus programs and that especially the crucial aspect rewards management (also bonus management) is the blind spot of the marketing theory on hand. On the background of high investments in bonus programs and their rewards on the one hand and unclear reasons for the different success of bonus sets on the other hand this is an unsatisfactory situation. The target is therefore to show how bonus programs work and how rewards management is integrated in such a bonus program. Furthermore it is the target to show how rewards management can contribute to program success, how a rewards concept has to be set up and which possibilities (e.g. type of reward) there are for setting up a successful bonus set. To reach this a compilation of the scattered but carefully selected information in marking literature, papers, articles and further sources also from non-economic ones like psychology, a systematization of the findings and drawing of conclusions from this gives a clearer picture and helps to give recommendations for setting up a successful rewards management. For backing up the findings the results of an especially therefore carried out online survey get used. The decision to start with a bonus program must be based on the likeliness of the expected benefits that can be higher perceived product value, customer satisfaction, loyalty, from that customer equity and company value and cost savings as well as additional sales and cross and up-selling. Of course these benefits are strongly influenced by the customer retention potential of the bonus program set-up. The customer retention can be influenced through bonus programs by both psychological causes (e.g. satisfaction) as well as by rewarding the customer for certain behaviour. Because everybody can reward the customers the type of bonus / reward is decisive. The type of reward belongs to the burning mechanism of a bonus program. In a token economy rewards can be redeemed for collected points (artificial currency). Points and point issuance rules are part of the earning mechanism and are closely linked. The rewards are the [...]

Reward Management

Author : Sebastian Grosser
Publisher : VDM Publishing
ISBN 13 : 9783836401395
Total Pages : 104 pages
Book Rating : 4.4/5 (13 download)

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Book Synopsis Reward Management by : Sebastian Grosser

Download or read book Reward Management written by Sebastian Grosser and published by VDM Publishing. This book was released on 2007-02-01 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt: At the moment, bonus programs - alone or in combination with other instruments - are one of the most successful and most often used marketing instruments in B2C markets, to retain customers by giving them a bonus for loyal behaviour. The problem is that there is still little known about why customers exactly participate in bonus programs and that especially the crucial aspect of rewards management seems to be the blind spot of the marketing theory on hand. Against the background of high investments in bonus programs and their rewards on the one hand and unclear reasons for the different success of bonus sets on the other hand this is an unsatisfactory situation. The author Sebastian Grosser gives a reward management oriented introduction into the bonus program theory on hand and how rewards management is integrated in such a bonus program. He presents basic rules for successful rewards management as well as advantages and disadvantages of different rewards types. Criteria to select the right rewards get explained. Furthermore the author gives advices how to set up a successful and payable rewards scheme. Also the results of a short online survey get presented to back up the theoretical conclusions. The book is of help and interesting for everyone who is working on or with bonus programs or generally interested in the topic of customer retention management.

Creating a Total Rewards Strategy

Author : Todd M Manas
Publisher : AMACOM/American Management Association
ISBN 13 : 9780814427002
Total Pages : 348 pages
Book Rating : 4.4/5 (27 download)

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Book Synopsis Creating a Total Rewards Strategy by : Todd M Manas

Download or read book Creating a Total Rewards Strategy written by Todd M Manas and published by AMACOM/American Management Association. This book was released on 2003 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive book and CD-ROM package that shows how nonfinancial rewards can be quantified!

Reward Management in Context

Author : Angela Wright
Publisher : CIPD Publishing
ISBN 13 : 9780852929933
Total Pages : 250 pages
Book Rating : 4.9/5 (299 download)

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Book Synopsis Reward Management in Context by : Angela Wright

Download or read book Reward Management in Context written by Angela Wright and published by CIPD Publishing. This book was released on 2004 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand how to design and implement reward management in the workplace

Employee Total Rewards Strategy: Creating a New and Relevant Strategy for Employee Total Rewards

Author : Michael Dennis Graham
Publisher : Lulu.com
ISBN 13 : 1387783416
Total Pages : 528 pages
Book Rating : 4.3/5 (877 download)

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Book Synopsis Employee Total Rewards Strategy: Creating a New and Relevant Strategy for Employee Total Rewards by : Michael Dennis Graham

Download or read book Employee Total Rewards Strategy: Creating a New and Relevant Strategy for Employee Total Rewards written by Michael Dennis Graham and published by Lulu.com. This book was released on 2018-05-29 with total page 528 pages. Available in PDF, EPUB and Kindle. Book excerpt: From now into the future, we believe that Total Rewards are going to be the differentiator of great organizations vs. good ones. It's the most powerful way to motivate employees to accomplish organization objectives. This book provides a step-by-step road map for the development of the appropriate Total Rewards Strategy to suit any organization's broader organizational and people strategies. The reader will find in this book a way to break down the organization strategy into an operational set of principles that will result in a Total Rewards Strategy that directly supports desired outcomes.

Reward Strategies

Author : Duncan Brown
Publisher : CIPD Publishing
ISBN 13 : 9780852929056
Total Pages : 302 pages
Book Rating : 4.9/5 (29 download)

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Book Synopsis Reward Strategies by : Duncan Brown

Download or read book Reward Strategies written by Duncan Brown and published by CIPD Publishing. This book was released on 2001 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Reward strategies are often seen as force-fitted into best practice and viewed as quick technical fixes. In this book, Duncan Brown dispels this myth and changes the way we think about and operationalize reward strategies. He examines the importance of reward strategies, relating rewards to strategic business situations and aligning rewards with business goals. Each chapter starts with a statement of objectives, and key points are summarized at the end. Case studies illustrate the points made.

Employee Reward

Author : Michael Armstrong
Publisher :
ISBN 13 :
Total Pages : 454 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Employee Reward by : Michael Armstrong

Download or read book Employee Reward written by Michael Armstrong and published by . This book was released on 1996 with total page 454 pages. Available in PDF, EPUB and Kindle. Book excerpt: Covers the learning outcomes from the employee reward professional standards introduced by the Institute of Personnel and Development in 1996. Focuses on the various processes present in reward systems, covering aspects such as how to evaluate, price and analyse jobs and roles, while ensuring competitiveness and equal pay for equal value, how to integrate reward with performance management or how to determine the right level of benefits, allowances and pensions.

Innovative Reward Systems for the Changing Workplace 2/e

Author : Thomas B. Wilson
Publisher : McGraw Hill Professional
ISBN 13 : 0071415939
Total Pages : 400 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Innovative Reward Systems for the Changing Workplace 2/e by : Thomas B. Wilson

Download or read book Innovative Reward Systems for the Changing Workplace 2/e written by Thomas B. Wilson and published by McGraw Hill Professional. This book was released on 2002-12-22 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovative Reward Systems for the Changing Workplace explains the compensation and reward strategies successful companies use to focus, encourage, and achieve high performance. Reward systems authority Thomas Wilson has made this updated edition much more "how-to" and covers important new pay strategies such as "flex compensation," stock options, 360 feedback, and employee ranking. The book includes dozens of creative suggestions and ideas for compensation strategies in any organization.

Evidence-Based Reward Management

Author : Michael Armstrong
Publisher :
ISBN 13 :
Total Pages : 264 pages
Book Rating : 4.:/5 (113 download)

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Book Synopsis Evidence-Based Reward Management by : Michael Armstrong

Download or read book Evidence-Based Reward Management written by Michael Armstrong and published by . This book was released on 2010 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: Evidence-Based Reward Management considers how to get better return on pay and benefits, whether incentives are a positive thing, engaging staff for increased performance and questions some of the fads in reward. Evidence-Based Reward Management presents an analysis of the current failure of organizations to assess the effectiveness of pay and reward practices. It considers the reasons for this and outlines the damaging consequences of it. By examining recent developments in human capital information and measurement it looks at how HR can construct effective reward for improved performance, both for the individual and the organization. The book presents the tools and techniques which can be applied to practice evidence-based reward management including a 4 step model, which sets strategic goals, reviews current policies, looks at how to pilot and make changes and improvements and explains how to monitor and adapt on an ongoing basis.

Research in Organizational Change and Development

Author : William A. Pasmore
Publisher : Emerald Group Publishing
ISBN 13 : 0857241923
Total Pages : 388 pages
Book Rating : 4.8/5 (572 download)

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Book Synopsis Research in Organizational Change and Development by : William A. Pasmore

Download or read book Research in Organizational Change and Development written by William A. Pasmore and published by Emerald Group Publishing. This book was released on 2010-06-14 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains nine papers that address the challenges in organizational change, report the results of change-related research, and advocate methodological advances in the field.

Beyond Multi-Channel Marketing

Author : Maria Palazzo
Publisher : Emerald Group Publishing
ISBN 13 : 1838676856
Total Pages : 288 pages
Book Rating : 4.8/5 (386 download)

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Book Synopsis Beyond Multi-Channel Marketing by : Maria Palazzo

Download or read book Beyond Multi-Channel Marketing written by Maria Palazzo and published by Emerald Group Publishing. This book was released on 2020-06-17 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Delving into the rapidly developing field of dual marketing, investigating the strategic alliances, multi-stakeholder perspectives and branding potential it holds, this book promotes the adoption of the multichannel approach which is fundamental to facing the challenges of marketing 4.0.

Drilling Down: Turning Customer Data into Profits with a Spreadsheet

Author : Jim Novo
Publisher : BookLocker.com, Inc.
ISBN 13 : 1644387832
Total Pages : 380 pages
Book Rating : 4.6/5 (443 download)

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Book Synopsis Drilling Down: Turning Customer Data into Profits with a Spreadsheet by : Jim Novo

Download or read book Drilling Down: Turning Customer Data into Profits with a Spreadsheet written by Jim Novo and published by BookLocker.com, Inc.. This book was released on 2004-06-18 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: I spend a lot of time in marketing-oriented discussion lists. If you do, you probably also sense the incredible frustration of people who keep asking about using their customer data to retain customers and increase profits. Everybody knows they should be doing it, but can't find out how to do it. Consultants and agencies make this process sound like some kind of "black magic", something you can't possibly do yourself. I disagree. I think the average business owner can do a perfectly decent job creating profiles and using them to retain customers and drive profits. Thus the book. The examples provided are Internet specific, but the methods can be used in any business where customer data is available. This book is about the down-and-dirty, nitty-gritty art of taking chunks of data generated by your customers and making sense of it, getting it to speak to you, creating insight into what types of marketing or general business actions you can take to make your business more profitable. We'll be talking about "action-oriented" ideas you can generate on your own to drive sales and profits, ideas that will reveal themselves by analyzing your own customer data, using only a spreadsheet. We have all heard how important it is to collect customer data, to "know" your customer. What I don't hear much about is what exactly you DO with all that data once you have collected it. How is it used? What exactly is Drilling Down into the data supposed to tell me, and what am I looking for when I get there? For that matter, what data should I be collecting and how will I use it when I have it? And how much is this process going to cost me? The following list outlines what you will learn and be able to do after reading the Drilling Down book: --What data is important to collect about a customer and what data is not --How to create action-oriented customer profiles with an Excel spreadsheet --How to use these profiles to plan marketing promotions --How to use these profiles to define the future value of your customers --How to use these profiles to measure the general health of your business --How to use these profiles to encourage customers to do what you want them to --How to predict when a customer is about to defect and leave you --How to increase your profits while decreasing your marketing costs --How to design high ROI (Return on Investment) marketing promotions How to blow away investors with predictions of the future profitability of your business Table of Contents Chapter 1: What's a Customer Profile? Chapter 2: Data-Driven Marketing - Customer Retention Basics Chapter 3: The Language of Data, The Science of Profit Chapter 4: Interactivity Changes the Rules of the Game Chapter 5: How to Build a Customer Profiling Spreadsheet Chapter 6: How to Profile (Score) Your Customers Chapter 7: Marketing Using Customer Scores - Basic Approach Chapter 8: Using Customer Characteristics and Multiple Scores Chapter 9: Watching Scores over Time - Customer LifeCycles Chapter 10: Customer Scoring Grids - Profiling on Steroids Chapter 11: Calculating and Using LifeTime Value in Promotions Chapter 12: Turning Profiles into Profits - the Staging Area Chapter 13: Turning Profiles into Profits - the Financial Model Chapter 14: Turning Profiles into Profits - Financial Tweaks Chapter 15: Measuring Success in Best Customer Promotions Chapter 16: Some Final Thoughts Seasonal Adjustments to Marketing Promotions Don't Fight Customer Behavior CRM Software and Customer Scoring Data-Driven Marketing Program Descriptions There's more! Automate the basic customer scoring process on large groups of customers. Use the software included free with this edition! Windows OS and MS Access and Excel required to run the software.

Frameworks for Market Strategy

Author : Noel Capon
Publisher : Taylor & Francis
ISBN 13 : 1317496760
Total Pages : 633 pages
Book Rating : 4.3/5 (174 download)

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Book Synopsis Frameworks for Market Strategy by : Noel Capon

Download or read book Frameworks for Market Strategy written by Noel Capon and published by Taylor & Francis. This book was released on 2016-12-08 with total page 633 pages. Available in PDF, EPUB and Kindle. Book excerpt: Frameworks for Market Strategy helps students understand how to develop and implement a market strategy and how to manage the marketing process. Marketing activity is the source of insight on the market, customers, and competitors and lies at the core of leading and managing a business. To understand how marketing fits into the broader challenge of managing a business, Capon and Go address marketing management both at the business and functional levels. The book moves beyond merely presenting established procedures, processes, and practices and includes new material based on cutting-edge research to ensure students develop strong critical thinking and problem-solving skills for success. In this European edition, Capon and Go have retained the strong framework of the book, but have updated the cases, examples, and discussions to increase the book’s relevance for students outside the USA. Key features include: • A strong strategic focus, teaching students how to analyze markets, customers, and competitors to plan, execute, and evaluate a winning market strategy • Practical examples from a range of contexts, allowing students to develop the skills necessary to work in for-profit, public, or non-profit firms • Emphasis on understanding the importance of working across organizational boundaries to align firm capabilities • Full chapters devoted to key topics, including brand management, digital marketing, marketing metrics, and ethical as well as social responsibilities • Focus on globalization with a chapter on regional and international marketing • Multiple choice, discussion, and essay questions at the end of each chapter Offering an online instructor’s manual and a host of useful pedagogy – including videos, learning outcomes, opening cases, key ideas, exercises, discussion questions, a glossary, and more – this book will provide a solid foundation in marketing management, both for those who will work in marketing departments, and those who will become senior executives.

Internet World

Author :
Publisher :
ISBN 13 :
Total Pages : 926 pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis Internet World by :

Download or read book Internet World written by and published by . This book was released on 2001 with total page 926 pages. Available in PDF, EPUB and Kindle. Book excerpt:

A Practical Approach to Sales Compensation

Author : Doug J. Chung
Publisher :
ISBN 13 : 9781680836844
Total Pages : 64 pages
Book Rating : 4.8/5 (368 download)

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Book Synopsis A Practical Approach to Sales Compensation by : Doug J. Chung

Download or read book A Practical Approach to Sales Compensation written by Doug J. Chung and published by . This book was released on 2020-06-04 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Practical Approach to Sales Compensation takes readers through the evolution of academic research on sales compensation. By examining the relevance of existing research, it provides practical guidance on the design of an effective compensation system. Furthermore, the monograph discusses how recent technological advances in artificial intelligence (AI) and machine learning (ML) shape sales strategy transformation and, thus, sales compensation systems of the future. After an introduction, Section 2 illustrates a practical outline for designing a sales compensation system and the associated dilemma that organizations often face. Section 3 examines the theoretical foundations of effective sales compensation structures and their validity--in particular, application of the principal-agent theory, which derives optimal compensation systems under the presence of agents' moral hazard. Section 4 addresses recent developments in field research: randomized field experiments jointly conducted by academics and organizations as well as structural econometric methods using micro-level performance and compensation data. Section 5 illustrates how advances in technology affect organizations' sales strategies and, thus, the challenges and opportunities in utilizing compensation structure to motivate salespeople.

CIM 4 Stakeholder Marketing 2012

Author : BPP Learning Media
Publisher : BPP Learning Media
ISBN 13 : 1445376172
Total Pages : 361 pages
Book Rating : 4.4/5 (453 download)

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Book Synopsis CIM 4 Stakeholder Marketing 2012 by : BPP Learning Media

Download or read book CIM 4 Stakeholder Marketing 2012 written by BPP Learning Media and published by BPP Learning Media. This book was released on 2012-06 with total page 361 pages. Available in PDF, EPUB and Kindle. Book excerpt: A core text book for the CIM Qualification.

Sales Force Management

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317359992
Total Pages : 495 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Sales Force Management by : Mark W. Johnston

Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.