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Assessing The Impact of Sales Incentive Programs: A Business Process Perspective -  Download
This is a study based on one of The Business Group’s clients using our ROI process. This is a compelling case for using a strategic approach when planning and implementing a Sales Incentive Program.
2003 Incentive Federation Research Study - Download
A study conducted among users of merchandise and travel items for motivation and incentive applications.
2005 Incentive Federation Research Study - Download
A study conducted among current users of merchandise and travel items for motivation and incentive applications.
Promotion Reactance: The Role of Effort-Reward Congruity - Download
A 2005 research study published by the Journal of Consumer Research provides insights into how consumers react to promotions and incentives when they consider buying products and services.
The Effects of Effort and Intrinsic Motivation on Risky Choice - Download
A 2003 research study, published by Marketing Science, studies the effects of loyalty/reward programs and other (effort and reward, decisions under uncertainty, incentive systems, intrinsic motivation, psychology of motivation and risky choice) types of incentive systems.
2006 Online Incentive Council/IMA Study - Download
Results of a survey conducted to discover how incentive programs run in-house or out-sourced compare to key program dimensions.
Awards Selection: Guidelines for Implementation - Download
A study conducted by the Forum for People Performance Management, addresses the role of cash and non cash reward systems in corporations.
Employee Engagement, Customer Satisfaction and Profitability - Download
A study conducted by the Forum for People Performance Management, discovered a clear link between employee engagement and customer satisfaction and customer satisfaction and profitability.
Determinants of Employee Satisfaction and Engagement - Download
A follow up study conducted by the Forum for People Performance Management, identified key internal levers that affect employee satisfaction and more importantly, the level of engagement.
Human Resources and Marketing: A Missing Link? - Download
A study conducted by Northwestern University identified a significant gap between the view of human resources and employees on the role of employees delivering customer satisfaction.
Linking Organizational Characteristics to Employee Attitudes and Behavior - Download
A study conducted by the Forum for People Performance Management, demonstrates a link between employee satisfaction, customer satisfaction and improved financial performance of the organization.
An Exploratory Study of Sales Incentive Programs - Download
A study conducted by the Forum for People Performance Management, evaluates the impact of sales incentives on the bottom line of the organizations that sponsor them.
Incentives, Motivation & Workplace Performance - Download
A summary of research by The International Society of Performance Improvement on the impact of incentive programs and the essential steps to success. Based on a grant by The Incentive Research Foundation.
Post-Hoc Measurement and Outcome-Based Measures-Measuring the ROI of Sales Incentive Programs - Download
An Incentive Research Foundation study summarizes the two methodologies using case studies from companies that have implemented measurable sales incentive programs in the past, and offers insights into understanding the data requirements relative to these two ROI measurement methodologies.
The Benefits of Tangible Non-Monetary Incentives - Download
An Incentive Research Foundation study summarizes the four psychological processes that tip the scales in favor of tangible, non-cash incentives.
The CANE Model of Work Motivation: Commitment and Necessary Mental Effort - Download
A cognitively-based model of work motivation describes a two-stage process that first influences commitment to persist at a specific work goal, and then the amount of mental effort required to achieve that goal.
Variable Ratio Reinforcement - How Non-Financial Incentive Programs Reinforce Behavior - Download
How incentives work, when they work, and why they work, can be explained in terms of the contingencies of reinforcement.
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