Trade and service personnel remuneration in the company’s incentive system

IF 0.6 Q2 Social Sciences

Economic Annals-XXI Pub Date : 2021-08-10 DOI:10.21003/ea.v191-10

T. Blyznyuk, O. Maistrenko, Iryna Kinas, Ivanna Pererva

{"title":"Trade and service personnel remuneration in the company’s incentive system","authors":"T. Blyznyuk, O. Maistrenko, Iryna Kinas, Ivanna Pererva","doi":"10.21003/ea.v191-10","DOIUrl":null,"url":null,"abstract":"At present, most companies all over the world, including Ukraine, are experiencing negative consequences of the pandemic. Staff efficiency has decreased, so companies have experienced a decline in business productivity in general. The system of labor incentives should encourage staff to work more efficiently by introduction of an additional remuneration system based on performance-related payment system. According to the European knowledge, commerce is one of the sectors where the introduction of this additional remuneration system is common and effective. The purpose of this study is to develop and substantiate practical recommendations to improve the system of additional remuneration for sales and service personnel of the company from Ukrainian commerce sector, which would increase their efficiency in the company. The study identified the main components of the system of incentives and the main forms of stimulating work for the company’s staff. It is substantiated the main stages of the improvement sequence of the company’s staff remuneration system as a component of the personnel incentive system. The system of additional remuneration of trade and service personnel of the company from Ukrainian commerce sector was developed and substantiated. It was determined that the basis of an additional remuneration system of trade and service personnel was introduction of a percentage of total sales, which exceeded the established volume, as the main priority. The five-factor model for assessing the productivity level of sales and service personnel in the company from Ukrainian commerce sector built. By this model, effectiveness of introduction of an additional remuneration system for trade and service personnel of the company from Ukrainian commerce sector proved and evaluated. Further, authors will work out practical recommendations for the development the basic salary system for sales and service personnel of the company from Ukrainian commerce sector.","PeriodicalId":51923,"journal":{"name":"Economic Annals-XXI","volume":null,"pages":null},"PeriodicalIF":0.6000,"publicationDate":"2021-08-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"4","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Economic Annals-XXI","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.21003/ea.v191-10","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"Social Sciences","Score":null,"Total":0}

引用次数: 4

Abstract

At present, most companies all over the world, including Ukraine, are experiencing negative consequences of the pandemic. Staff efficiency has decreased, so companies have experienced a decline in business productivity in general. The system of labor incentives should encourage staff to work more efficiently by introduction of an additional remuneration system based on performance-related payment system. According to the European knowledge, commerce is one of the sectors where the introduction of this additional remuneration system is common and effective. The purpose of this study is to develop and substantiate practical recommendations to improve the system of additional remuneration for sales and service personnel of the company from Ukrainian commerce sector, which would increase their efficiency in the company. The study identified the main components of the system of incentives and the main forms of stimulating work for the company’s staff. It is substantiated the main stages of the improvement sequence of the company’s staff remuneration system as a component of the personnel incentive system. The system of additional remuneration of trade and service personnel of the company from Ukrainian commerce sector was developed and substantiated. It was determined that the basis of an additional remuneration system of trade and service personnel was introduction of a percentage of total sales, which exceeded the established volume, as the main priority. The five-factor model for assessing the productivity level of sales and service personnel in the company from Ukrainian commerce sector built. By this model, effectiveness of introduction of an additional remuneration system for trade and service personnel of the company from Ukrainian commerce sector proved and evaluated. Further, authors will work out practical recommendations for the development the basic salary system for sales and service personnel of the company from Ukrainian commerce sector.

查看原文本刊更多论文

公司激励制度中的贸易和服务人员薪酬

目前，包括乌克兰在内的世界各地的大多数公司都在经历疫情的负面影响。员工效率下降，因此公司的业务生产率普遍下降。劳动激励制度应鼓励员工通过引入基于绩效支付制度的额外薪酬制度来提高工作效率。根据欧洲的知识，商业是引入这种额外薪酬制度的常见和有效的部门之一。本研究的目的是制定和落实切实可行的建议，以改进乌克兰商业部门公司销售和服务人员的额外薪酬制度，从而提高他们在公司的效率。该研究确定了激励制度的主要组成部分以及激励公司员工工作的主要形式。作为人事激励制度的组成部分，它证实了公司员工薪酬制度改进顺序的主要阶段。该公司来自乌克兰商业部门的贸易和服务人员的额外薪酬制度已经制定并得到证实。经确定，贸易和服务人员额外薪酬制度的基础是将超过既定数量的销售额占总销售额的百分比作为主要优先事项。建立了评估乌克兰商业部门公司销售和服务人员生产力水平的五因素模型。通过该模型，对该公司在乌克兰商业部门引入贸易和服务人员额外薪酬制度的有效性进行了验证和评估。此外，作者将为该公司乌克兰商业部门销售和服务人员的基本工资制度的发展提出切实可行的建议。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

求助全文

约1分钟内获得全文求助全文

来源期刊

Economic Annals-XXI ECONOMICS-

CiteScore

1.50

自引率

0.00%

发文量

期刊介绍： The Economic Annals-XXI Journal – recognized in Ukraine and abroad scientific-analytic edition. Scientific articles of leading Ukrainian and other foreign scientists, postgraduate students and doctorates, deputies of Ukraine, heads of state and local authorities, materials of scientific conferences and seminars; reviews on scientific monographs, etc. are regularly published in this Journal.