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Resources for Whitepapers - Channel-engagementclear search
A Day At The FairThere’s amusement to be had for all at a carnival. There are spinning, flashing rides, whimsical music and, of course, icy snow cones. These things came to mind when Lynne DuVivier, president of Westport, Connecticut-based The Creative Factor, Inc. (UPIC: CREATEIT) was approached by HBO to develop a campaign for its show, Carnivàle. Published by: Promotional Consultant |
Assessing the Impact of Sales Incentive Programs: A Business Process PerspectiveThis study, sponsored by the Incentive Research Foundation (IRF), looks at questioins that are rarely posed in relation to sales incentive programs: How do sales incentives affect procurement and cost of goods? Shipping? Cash flow? It suggests that developing an incentive program with a focus on sales growth alone, with no consideration for other business functions can produce 1) an adverse affect on cash flow, 2) a possible disruption in supplies, 3) extra shipping costs for ordered merchandise, and 4) a possible impact on customer quality. A "business process" approach, on the other hand, one that takes into account the impact on other business functions, "enables the planning and creation of the needed infrastructure and additional investments, where necessary, to support the results arising from the sales incentive program," the author says. Published by: Incentive Research Foundation |
At Last, A Real Way to Measure ROIA study designed to determine which aspects of selling respond to incentive travel and how that response can be measured. Researchers surveyed 1,800 subscribers of Meetings and Incentive Travel magazine and 3,000 members of the Canadian Automobile Dealers Association. To present an in-depth picture of incentive travel, and to provide a practical template for determining program ROI, the authors made a point of recording views of both the people who win the awards and those executives who allocate the money to fund them. Published by: Incentive Research Foundation |
Customer Retention: Keeping Your Best Customers for the Long TermReviews the economics and objectives of customer retention and argues that it’s easier and less costly to sell to existing customers than to new customers. The more customers you keep through active retention efforts, and the longer you keep them, the more profitable your company will be. Published by: - Performance Improvement Council of the Incentive Marketing Association - |
Effectiveness of Promotional Products as Giveaways at Trade Shows: An attendee’s perspectiveJust how effective are promotional products as giveaways at trade shows? A 2003 study by Georgia Southern University explores how promotional products impact recipient’s perceptions of the company, usefulness of the product and much more... Published by: Promotional Products Association International |
Employee Engagement, Customer Satisfaction and ProfitabilityThis study, by Prof. James Oakley of Ohio State University, found a clear link between employee engagement and customer satisfaction, and customer satisfaction and profitability. Published by: The Forum for People Performance Management and Measurement |
Federation Study 2001: A Study of the Incentive Merchandise and Travel MarketplaceIn 1999, the Incentive Federation requested that the Center for Concept Development conduct focus groups with incentive users in the New York, Los Angeles, Dallas, Chicago, and Atlanta areas. Published by: Center for Concept Development |
Federation Study 2003: Incentive Federation Survey of Motivation and Incentive ApplicationsThe Incentive Federation Inc. has commissioned a survey involving current users of merchandise and travel items for motivational applications. The Center for Concept Development (CCD) was asked to analyze the data collected in this survey and to prepare this report on the survey findings. Published by: Center for Concept Development, Ltd. |
Federation Study 2005: Incentive Federation Survey of Motivation and Incentive ApplicationsThe Incentive Federation Inc. has commissioned a survey involving current users of merchandise and travel items for motivational applications. The Center for Concept Development (CCD) was asked to analyze the data collected in this survey and to prepare this report on the survey findings. Published by: Center for Concept Development, Ltd. |
Federation Study 2007: A Study of the Incentive Merchandise and Travel MarketplaceThe Incentive Federation contracted with GfK, an international market research company, to develop and conduct a market sizing study of the U.S. marketplace for incentive travel and merchandise. Results showed that, overall, 34% of companies used either incentive travel or merchandise incentives in 2006, spending a total of $46.1 billion on incentive programs. Breaking down that total, the study finds that companies spent $13.4 billion on incentive travel and 32.7 billion on merchandise incentives. In addition, more than half of the study participants expect their future spending on incentive programs to increase. Published by: Incentive Federation |
Finding the Right MixDetermining the right mix of compensation, benefits, training, and rewards & recognition Published by: Performance Improvement Council |
How to Make the Shift to a PPMM StrategyNo doubt some people might dismiss Integrated Marketing as a passing fad, and who would view the burgeoning discipline of People Performance Management and Measurement (PPMM) as a buzz phrase or "flavor-of-the-month" marketing strategy. Published by: Forum for People Performance Management and Measurement |
Human Resources and Marketing: A Missing Link?This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't. Published by: Forum for People Performance Management and Measurement |
Improve Trade Show Traffic With Promotional ProductsPromotional products can increase traffic to an exhibitor’s trade show booth. A 1991 study by Exhibit Surveys Inc., found that using promotional products can give you an advantage over other exhibitors for buyer attention. Published by: Promotional Products Association International |
Incentives and the Automotive IndustryThis paper explores the different types of consumer, dealer, and aftermarket incentives used in the automotive industry. It also looks at how advertising agencies view incentives. It examines traditional incentive strategies and concludes with advice on program implementation. Published by: Design Incentives |
Incentives, Motivation, & Workplace PerformanceA summary of research by the ISPI (International Society of Performance Improvement) on the impact of incentive programs and the essential implementation steps necessary for success. Shows how helpful incentive and motivation programs can be in terms of engaging employees and improving performance. Published by: Incentive Research Foundation |
Increase Booth Traffic With Promotional ProductsWith the increase of postal rates over the past several years and dwindling advertising and promotional budgets, many companies are tempted to reduce or eliminate investments into pre-show mailings with promotional products in tradeshow settings. Is this a wise choice? The results of a 2004 study by Georgia Southern University indicates the answer is NO. Published by: Promotional Products Association International |
Internal Marketing Best Practice StudyThis study analyzed attempts by a dozen diverse companies to integrate their external and internal marketing practices. Published by: The Forum for People Performance Management and Measurement |
Internal Marketing Best PracticesThis study analyzed attempts by a dozen diverse companies to integrate their external and internal marketing practices. Published by: Northwestern University |
Just Lounging AroundYvette Widdicombe, vice president of distributor Jack Nadel, Inc. (UPIC: NADELINC) in Palo Alto, California wanted to pamper her employees with a unique gift. After much thought, she decided on lounge pants with an accompanying spa bag and shirt. Published by: Promotional Consultant |
Maintaining Brand Safety in Profitable Special MarketsManufacturers are sometimes cautious about the use of their brands in special markets. Obviously they want to maintain their brand integrity and avoid any impact consumer sales channels. This white paper from the Incentive Marketing Association (IMA), however, suggests that with basic safeguards in place, special markets like the incentive industry are “a win for the supplier, a win for the company, and a win for the employee.” Published by: Incentive Marketing Association |
Making the Case for Sales Incentives to the Tune of 10 Percent ROIThis white paper delves into the mechanics of sales incentive programs, providing managers with useful information to design successful sales initiatives at their own companies and providing their corporate decision makers with hard evidence. Published by: The Forum for People Performance Management and Measurement |
Master Measurement: The Critical Performance Elements of Incentive DesignMeasurement is a key element in any performance improvement effort and particularly to the development of any incentive or recognition plan. The intent of this paper, published in October 2010, is twofold: First, it updates a performance measurement methodology originally published in 1992 called the “Master Measurement Model of Employee Performance”; second, it addresses how to measure the short and long-term impact and ROI of incentive and recognition plans. This paper is targeted primarily at professionals who design incentive and reward programs, whether they are organizational staff or external consultants, as well as for those that support and implement the programs, whether they conduct training, deliver the rewards and incentives themselves, or manage the programs. Published by: Incentive Research Foundation |
Measuring Enterprise Engagement and PerformanceThere’s a reason for the old adage: “You can’t manage what you don’t measure.” Anyone who has ever tried to run a business knows that’s true. But it is also true that you can’t manage what you measure only once each year. When it comes to employee and customer engagement, most of us collect information through annual surveys, analyze the results, share them in a high-level report and perhaps devote part of an executive meeting to discuss the implications. Like performance reviews, this is usually done once a year – if at all. Published by: |
Measuring the ROI of Sales Incentive ProgramsThis report presents a series of cases involving companies that implemented sales incentive programs. It makes a case for the use of post-hoc or post-program measurement of ROI to demonstrate the impact of the programs on sales performance. Published by: Incentive Research Foundation |
