Incentive reward control: Based on the competitive advantage,transaction cost economics and organizational life cycle viewpoint

Abstract

This paper linked the competitive advantage, transaction cost analysis and organizational life cycle model depicting an incentive reward system used in salespersons' control. This work intends to mark a contribution to filling the gaps of incentive reward control of salespeople in an organizational competitive advantage. In essence, author argues that the different strategy advantage and organizational life cycle should have a major impact on the application of incentive reward control. In addition, the managerial application (e.g., competition strategy and reward criterion base on product and customer) are discussed.