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Author: search.filters.author.Onyemah, VincentSubject: search.filters.subject.Culture

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    Item type:Publication,
    A Multi-Cultural Study of Salespeople's Behavior In Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal And Less Fair Than Others
    (2017)
    Rouziès, Dominique
    ;
    Onyemah, Vincent
    ;
    Iacobucci, Dawn
    In this research, we examine salespeople's behavior in individual pay-for-performance compensation systems and show how perceived management fairness seems to energize sales employees in some environments but not in others. We use a large multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industry sectors to demonstrate cultural adaptations of the effect of perceived management fairness. The results indicate that top management should be concerned with employees' perceptions of fairness in addition to the more typical concerns of control and motivation widely acknowledged in the microeconomics-based sales-force compensation literature. In particular, we show that perceptions of management fairness are key to salespeople's proportion of total pay generated by pay-for-performance formulas. © 2017 Pi Sigma Epsilon National Educational Foundation.
    Scopus© Citations 12  23  1
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    Salesperson turnover intention: a tale of two countries
    (Emerald Publishing Limited, 2021)
    Onyemah, Vincent
    ;
    Mulki, Jay P.
    ;
    Rivera-Pesquera, Martha
    Purpose: A significant amount of research has shown that drivers of employee attitudes, and behaviors leading to outcome variables such as turnover intentions, are strongly influenced by national culture. This study focuses on the difference in relationships among some critical variables between two emerging economies with similar cultural indices. Design/methodology/approach: Survey questionnaire was used to collect responses from salespeople in two countries. Correlation analysis and structural equation modeling were used to provide support for the stated hypotheses. Publisher: Emerald Publishing Limited Copyright © 2021, Emerald Publishing Limited
    Scopus© Citations 3  17  1