Analysis of the connection between the reward system and the perception of efficiency in sales management
DOI:
https://doi.org/10.32015/JIBM.2025.17.9Keywords:
compensation systems, wage fairness, employee motivation, performance management, sales managementAbstract
The aim of this paper is to examine the relationship between satisfaction with the reward system and the perception of salary fairness of food industry sales management employees. The starting point is that employees do not value the reward only through the amount of salary, but through the perception of fairness and transparency. Quantitative research was conducted through a standardized questionnaire on a sample of N = 92 sales management employees in the Croatian food industry. Variables were measured on a Likert scale from 1 to 10, and the data were analysed using descriptive statistics, Spearman correlation and difference testing. An extremely strong positive correlation between reward satisfaction and the perception of remuneration fairness (ρ=0.981; p<0.01) was found, with almost identical mean values, and employees do not perceive these two variances separately. Fairness and transparency of the remuneration system are essential to maintain motivation and retain employees. The paper provides an empirical insight into the sales management of the food industry, a sector that is insufficiently researched.
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