薪酬对迪拜汽车售后市场销售额的影响:新冠疫情前和疫情中

IF 1.1 Q4 MANAGEMENT
Bharti Pandya, Kavita A. Shah, H. Allam
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引用次数: 0

摘要

2020年,全球汽车后市场的价值为3925亿美元,预计到2028年将超过5250亿美元。以迪拜为首的阿拉伯联合酋长国汽车后市场是增长最快的市场,预计将达到6.344亿美元。然而,新冠肺炎大流行降低了该行业的增长率和盈利能力,迫使中小企业降低成本,包括员工薪酬。这篇实证论文旨在分析销售人员薪酬变化对销售营业额的影响,以及Covid-19在影响这种因果关系中的作用。采用单阶段便捷抽样方法,从迪拜的80家汽车售后市场企业收集了新冠肺炎(2019年)之前和新冠肺炎(2020-21年)期间的数据。相关分析和方差分析显示,Covid-19引起的组内和组间销售佣金差异显著。研究结果表明,金融危机期间汽车后市场企业薪酬尤其是销售提成的减少,显著降低了汽车后市场企业的销售营业额。该研究提出了商业领袖、人力资源专业人士可以实施的指导方针和技巧,以恢复新冠肺炎后的销售额,并在未来应对此类危机。©2022,切斯托霍瓦理工大学。版权所有。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
THE IMPACT OF REMUNERATION ON SALES TURNOVER IN DUBAI’S AUTOMOTIVE AFTERMARKET: PRE-COVID AND AMIDST COVID
The Global Automotive Aftermarket sector was valued at USD 392.5 billion in 2020 and is predicted to surpass USD 525 billion by 2028. The automotive aftermarket of the United Arab Emirates, led by Dubai, is the fastest-growing market, which is expected to reach USD 634.4 million. However, the Covid-19 pandemic diminished the growth rate and profitability of the sector, pressing small and medium enterprises to reduce their costs, including employees' remuneration. This empirical paper aims to analyse the impact of changes in salesforce remuneration on sales turnover and the role of Covid-19 in influencing this causal relationship. The data, before Covid (2019) and during Covid (2020-21), were collected from 80 automotive aftermarket enterprises in Dubai using a single-stage convenience sampling method. The correlation analysis and ANOVA test highlight the significant difference in sales commission within the group and between the groups caused by Covid-19. The results indicate how the reduction in remuneration, especially sales commission, during the crisis significantly declined the sales turnover in automotive aftermarket enterprises. The study proposes guidelines and tips that business leaders, the human resources professionals can implement to revive their sales turnover post-Covid-19 and manage such crises in future. © 2022, Czestochowa University of Technology. All rights reserved.
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来源期刊
CiteScore
3.30
自引率
6.70%
发文量
0
期刊介绍: The journal is edited by international management practitioners and academicians. It is a double blind peer reviewed international academic journal that publishes scientific research papers from various disciplines related to Management.
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