ISSN: 2222-6990
Open access
This study focuses on sales job rejection and commission wages in selected banking institutions in Delta State. A cross sectional survey research design and stratified random sampling method was adopted. The copies of questionnaire were administered to a sample size of 108 respondents as obtained from a population of 150. The respondents were selected from nine banking institutions across the three districts of Delta state. A validated structured questionnaire was used to elicit responses from respondents. The data collected were analyzed using descriptive statistics. Multiple regression analysis was used to measure the relationship between the independent variables of sales job rejection on commission wages. The study concludes that people reject commission sales jobs because they lack the required traits. Sales force training deficiency and poor sales force compensation are factors militating against people seeking or in sales job on commission wages. Job insecurity is another discouraging factor common in banking institutions paying commission wages. The study recommends that adequate training programmes should be made available as well as a good compensation plan. The study provides an insight into the determinants of rejecting sales job on commission wages. It also provides a model which seeks to attract, motivate and train salesmen to ensure attractive commission.
Adams, J. (1988). Why reward system fail, personnel journal Vol. 67 (6); 103–113.
Adom Y. A. (2018). The role of commission-based pay on employee retention in the Ghanaian banking industry: The case of GCB Bank Limited. Africa's Public Service Delivery and Performance Review. Vol. 6, (1)
Barling, J., and Kelloway E. K. (1996). Job insecurity and health: The moderating role of workplace control. Stress and medicine. 12: 253–259.
Conick, W. (2019). How to Be Happy on Pure Commissions, National Association of Sales Professional. Retrieved from https://www.nasp.com/article/1A9727CC943A/how_to _be_happy_on_pure_commissions.html
Croner, C., and Abraham, R. (2006). Never Hire a Bad Salesperson Again: Selecting candidates who are absolutely driven to succeed. Retrieved from https://www.amazon.com/Never–Hire–Bad–Salesperson–Againebook/dp/B00QKSN.
Dachapalli, L. P., and Parumasur, S. B. (2012). Employee susceptibility to experiencing job insecurity. SAJEMS NS 15.
Dalrymple, D. J., Cron, W. L., and Decarlo, T. E. (2004). Sales Management. John Wiley and Son Inc. USA.
Dessler, G. (2000). Human Resource Management. New Delhi, Prentice Hall of Indian Private Limited.
Doyle, X., and Shapiro, B. P. (1980). What counts most in motivating young sales force. Harvard Business Review, 133–40.
Ekakitie, E. S. (2010). Marketing Communications and International Marketing: Nature and Scope (1st Ed). Bob Peco Printing and Publishing Company Limited Benin, Edo State.
Ekakitie, E. S. (2009). Management: A behavioral and strategy approach (1st Ed). Bob Peco Printing and Publishing Company Limited Benin, Edo State.
Elnaga, A. and Imran A. (2013). Effect of training on employee performance. European journal of business and management.
Greenhalgh, G. L., and Rosenblatta, H. Z. (1984). Job insecurity: Toward conceptual clarity. Academy of management review 9(3) 438–448.
Gunarsson, A., and Akesson, H. (2014). The Effect of Commission Based Wages. Bachelor thesis, Management Control. University of Gothenburg, Sweden.
Hair, J. F., Babin, B., Money, A. H., and Samuel, P. (2003). Essential of business research methods. John Wiley & Sons: United States of America.
Hartlay, C. A., Jacobson, D., Klandermans, B., and VanVuuren, T. (1991). Job insecurity. London Sege Publications.
Hollensen, S., and Opresnick, M. O. (2015). Marketing: A relationship perspective 2ed. World scientific publishing Co. Inc. USA.
Kotler, P., and Armstrong, G. (2013). Principles of Marketing, (14th Ed.). Pearson Education Limited, England.
Kotler, P., and Keller, K. L. (2012). Marketing Management (14th Ed.). Pearson Education Limited, England.
Lott, C. (2019). Sales Commission Survival. Retrieved from https//www. salesblog.totallysales.com/sales–commission–survival.
Mayer, D., and Greenberg, H. M. (1964). What makes a good salesman. Harvard Business Review, No 64411, 124
Nichols, L. (2017). Right of Commission–only Paid Worker Small Business. Retrieved from http://smallbusiness.chron.com.right-commission-paid-worker-44625.html.
Nwosu, I. E., Uduji, J. I., and Nnabuko, J. O. (2010). Supervisory Behavior and Sales force Performance: An Empirical Investigation, Nigerian Journal of Marketing, Vol. 5 (2). 45–55.
Nwokoye, N. G. (1996). Modern Marketing for Nigeria (2nd Ed.). Africana–First Publishers Limited, Onitsha.
Obikeze, C. O. (2012). Effect of Motivation on salesperson performance in Guinness Nigeria Plc and Mobile Telecommunication network in South–East, Nigeria, Enugu. Retrieved fromhttp://www.unn.edu.ng/publications/files/images/OBIKEZE,%20CHINEDUM%20OKEY.
Ogbemi, O. B., and Ekenimoh, S. O. (2012). Essentials of Marketing for Public Relations and Advertising (1st Ed.). Amfitop Book Company Apapa, Lagos.
Okafor, A. I. (1996). Sales Management The Total–Systems Approach (1st Ed.). Onwubiko Press Ltd, Onitsha, Anambra State.
Okoye, U. (2006). Motivation–A Sine–Qua–Non for the Effective Performance of the Workforce. Journal of Marketing, Vol. 4
In-Text Citation: (OKPIGHE, 2019)
To Cite this Article: OKPIGHE, S. G. O. (2019). Sales Job Rejection and Commission Wages in Selected Banking Institutions In Delta State. International Journal of Academic Research in Business and Social Sciences, 9(12), 857–875.
Copyright: © 2019 The Author(s)
Published by Human Resource Management Academic Research Society (www.hrmars.com)
This article is published under the Creative Commons Attribution (CC BY 4.0) license. Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial and non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this license may be seen at: http://creativecommons.org/licences/by/4.0/legalcode