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Abstract

With the growing popularity of retail sales as a job opportunity for Christian college graduates and students, the dilemma of incentive pay can cause many to face a sudden reality check on their ethical system. This article provides insight into the dilemma of product-specific incentives (PSIs or spiffs), which are so popular in the marketing environment where multiple brands exist in the same showroom. The model contained in this work is designed to allow the Christian retail sales professional with a plan of action, or a means of providing the information needed to create ethically sound incentive practices for all stakeholders in the sales environment. The key is to focus on the customer as the stakeholder with the most to lose when PSIs are employed to move product without due consideration of consumer information necessary for intelligent choices in the marketplace. An ethical filter is offered to the reader to screen the use of PSIs in hopes that individuals in sales and marketing leadership will prepare and deploy sound value-added information in the use of incentive programs.

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