Analysis of Game Model Hypothesis Between Management and Sales Staffs Based on XY Theory by Douglas

Design of Compensation Incentive for Sales Personnel in Financial Industry

DOI

10.2991/978-94-6463-038-1_22How to use a DOI?

Keywords

game theory; Financial industry sales staffs; compensation incentive mechanism

Abstract

In terms of compensation incentives for sales personnel in domestic financial industry, there are uncertainties in the applicability of the research results. At present, it is rare to use game theory to study the compensation incentive of salesmen in financial industry, which is exactly the major point this paper tries to discuss. According to the XY theory of management, the sales staff in the financial industry are divided into two categories: the positive state and the negative state. The game model between the management and the sales staff under this situation is also constructed.

Copyright

© 2023 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Download article (PDF)

TY  - CONF
AU  - Xin Zhang
AU  - Yu Wang
PY  - 2022
DA  - 2022/12/15
TI  - Analysis of Game Model Hypothesis Between Management and Sales Staffs Based on XY Theory by Douglas
BT  - Proceedings of the 2022 3rd International Conference on Management Science and Engineering Management (ICMSEM 2022)
PB  - Atlantis Press
SP  - 239
EP  - 246
SN  - 2589-4943
UR  - https://doi.org/10.2991/978-94-6463-038-1_22
DO  - 10.2991/978-94-6463-038-1_22
ID  - Zhang2022
ER  -