GAMIFICATION FOR SALES INCENTIVES

Abstract

Gamification as a use of game mechanisms for motivation in non game contexts has an increase popularity and is priced as a hottest subject in management. However there are few research on gamification in compensation systems, specially for sales-force. The article discussed some problems of compensation systems for different types of sales representatives, as well as limitation of agency theory as a theoretical basis for creation of adequate incentive systems in contemporary sales function of organization. The results of questionnaire study based on opinion of 100 sales representatives from technological companies about psychological (level of risk acceptance) and contextual factors (long sales-cycle and low need for income) that facilitate acceptance of draw based incentive systems for group and individual bonus are described.