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Consumers: Articles/StudiesThe following articles and studies address consumer incentive programs. Table of ContentsSummary of Articles/StudiesAt 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 - 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. 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 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 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. Published by: Forum for People Performance Management and Measurement Performance Management & Incentives in the Era of Sarbanes-OxleyFederal legislators in 2002 enacted the Sarbanes-Oxley Act (SOX), which was designed to improve the accountability of corporate managers to shareholders and to improve public confidence in publicly traded companies. This white paper is an outline of the potential impact of SOX on the use of performance improvement and incentive programs. Published by: Performance Improvement Council of the Incentive Marketing Association 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. Published by: Performance Improvement Council of the Incentive Marketing Association Promotional Products—The Key Ingredient to Integrated Marketing: How Promotional Products, Print and Television Advertising Impact Consumer PerceptionMany traditional forms of advertising and promotion are losing ground to newer media. This trend presents opportunities for the promotional products medium. However, very little research exists documenting the effectiveness of promotional products when compared to and combined with other traditional forms of advertising such as television and print. Published by: Promotional Products Association International 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. Published by: Incentive Gift Card Council of the Incentive Marketing Association Tax Considerations for Incentive ProgramsThe federal income tax considerations for incentive programs are often overlooked. While it is difficult to give technical tax advice that would apply equally to all incentive programs, following certain general income tax principles can make an incentive program more successful and avoid unpleasant surprises. Published by: National Association for Employee Recognition Taxation of Employee Achievement AwardsSection 274(j) of the Internal Revenue Code contains specific rules on the tax treatment of “employee achievement awards.” As a general rule, the employer cannot deduct employee achievement awards, unless they meet certain criteria. Published by: National Association for Employee Recognition Testing the Internal Marketing ModelWhile it is widely believed that employee attitudes and engagement directly influence customer experiences and customer spending behavior, there is little empirical evidence that has explicitly demonstrated this. This study, subtitled "An Empirical Analysis of the Relationship between Employee Attitudes, Customer Attitudes, and Customer Spending," combines results from an extensive survey of employees and customers at a hotel chain with the actual spending patterns of customers. Results show a direct, measurable relationship between the employee and customer perceptions of the hotel brand and customer spending behavior. Published by: Forum for People Performance Management and Measurement The Birth of a Needed New Profession: People Performance ManagementThis paper introduces the discipline of "People Performance Management" as developed by the Forum for People Performance Management and Measurement, a unit of the Integrated Marketing Communications Department of the Medill School of Journalism at Northwestern University. People Performance Management refers to an integrated process designed to help firms maximize long-term financial performance through a strategic focus on their most valuable asset -- human capital. Published by: Forum for People Performance Management and Measurement The PMA/Northwestern University ROI of Integrated Marketing Research ProjectThis study, conducted by Frank Mulhern on behalf of the Promotion Marketing Association with the support of the Forum, identified key challenges facing organizations attempting to fully integrate external and internal marketing. Published by: The PMA/Northwestern University The ROI of Integrated MarketingThis white paper highlights four key areas that impact organizational adoption of integrated marketing and motivate employees to think about and cooperate with integrated marketing efforts beyond their functional silos. Published by: Forum for People Performance Management and Measurement The Role of Gift Certificates and Gift Cards In Corporate Recognition and Incentive ProgramsThis paper looks at the types and applications of gift cards and gift certificates and reviews the research that points to the efficacy of gift certificates and cards in achieving business results. Gift certificates and cards have been shown to increase sales, improve employee performance and build loyalty, foster teamwork, and create new markets, among others. Published by: Incentive Gift Card Council of the Incentive Marketing Association |
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