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Whitepapers
| Communication | General | Talent Branding |
| Customer Loyalty | Leadership | Technology |
| External Branding | Rewards and Recognition | Training |
Resources for Whitepapers - Rewards & Recognitionclear search
Performance SolutionsThis white paper discusses the range of "zero-based performance improvement strategies" that can be developed with the help of full-service incentive and performance improvement companies. It also includes contact information on members of the Incentive Marketing Association's Performance Improvement Council, made up of a dozen organizations dedicated to offering companies solutions-based incentive and performance improvement programs. |
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. |
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. |
The Benefits of Tangible Non-Monetary IncentivesThis paper discusses four psychological processes that can be categorized as items that directly affect the perceived value of an incentive or recognition award. In particular it looks at factors that increase the perceived value of earning the award because the awards are earned rather than purchased. |
Post-Hoc Measurement and Outcome-Based Measures - Measuring the ROI of Sales Incentive ProgramsThis paper summarizes two basic ROI measurement methodologies using case studies from companies that have implemented measurable sales incentive programs in the past, and offers insights into understanding the data requirements relative to these two methodologies. It explains that Post-Hoc Measurement is essentially the use of field experimentation using historical data, while Outcome-Based Measures considers such areas as accounts receivable and inventory levels that can be affected by sales improvements. |
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. |
Motivation In The Hospitality IndustryA study on employee motivation and performance in the hospitality industry that looks at strategies for reducing employee turnover. |
Putting Trophy Value Into Your Gift Card ProgramGift cards have become an important corporate tool for reward and recognition. This paper looks at the growing use of gift cards and how to add to the "trophy value" of gift cards via communication, customization, and presentation. |
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. |
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. |
Match Employee Awards to Specific Organizational Objectives for Optimal SuccessResults from the study Awards Selection: Insights from Managers, conducted by the Forum for People Performance Management and Measurement, sheds light on the efficacy of 12 distinct motivational tactics used by HR and marketing managers across many industries to achieve 10 specific organizational objectives. |
Awards Selection Study Phase I: Preliminary Insights From ManagersThis study addresses the role of cash and noncash reward systems in corporations to provide a better means of determining when to use which type of award system. |
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. |
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. |
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. |
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. |
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. |
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. |
Finding the Right MixDetermining the right mix of compensation, benefits, training, and rewards & recognition |
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. |
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.” |
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. |
Why Incentive Programs Endure RecessionsHistorically, incentive programs, unlike other sales and marketing strategies, have endured economic downturns. In fact, according to a review of past Incentive Federation and industry studies, the incentive industry managed to grow following the recessions that occurred in the late 1980s, after September 11, 2001, and during the downturn of the late 1990s, following the dot-com collapse. In fact, there is no evidence that the industry suffered serious declines following the recession in the late 1970s/early 1980s, and the industry continued to prosper even during the Great Depression when the industry’s trade magazine at the time, Premium Practice, was filled with advertising pages. |
