营销人员目标激励的博弈分析

An Analysis of Game Theory in Settling Salesmen's Annual Objectives and the Incentive Strategy

在现代企业营销人员的绩效考核中,年度目标基数的确定是企业与员工博弈的难题,借鉴"EVA-HU模型"理论,量化设定营销人员的年度目标,同时引入卓越利润指标改进"EVA-HU模型"激励方式,达到有效激励员工创造出高绩效的目标,从而实现企业与员工的共同利益最大化。

It is a tough game between the company and its staff when setting the annual objectives to assess the performance of the salesmen in modern enterprise.However,staff can be motivated to materialize high objectives to maximize the common interests of both the company and the staff,by means of Model EVA-HU to quantize salesmen＇s annual objectives and of introducing great profit quota to optimize Model EVA-HU.