Is cash king? A research study comparing the effectiveness of cash and noncash in sales incentive programs.

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With more ways to reward sales performance than ever, which reigns supreme? Are merchandise incentives effective motivators or will cash always remain king?

While our instincts lean toward offering money to reward behavior, human psychology may prove otherwise. Join us to hear George John, Ph.D, General Mills/Paul S. Gerot Chair and Professor of Marketing at the University of Minnesota's Carlson School of Management, outline the benefits of offering more than just cash rewards in your sales incentive programs.

By catering to the nuanced desires of your salesforce, you will unlock their inner potential and inspire them to perform over time.

George John, Ph.D

General Mills / Paul S. Gerot Chair & Professor of Marketing, Carlson School of Management, University of Minnesota

Professor John received his bachelor's degree in Aeronautical Engineering from the Indian Institute of Technology, Madras, India in 1974 and his MBA from the University of Illinois in 1976. After earning his Ph.D in Marketing from Northwestern in 1981, he joined the faculty at the University of Wisconsin.

In 1987, he moved to the University of Minnesota. He is the General Mills/Paul S. Gerot Chair in Marketing at the Carlson School of Management, University of Minnesota. His interests center around distribution channels and high tech marketing. Specifically, he is interested in the strategic and efficiency aspects of governance choices in these settings.

His academic honors include an American Marketing Association award for his Ph.D dissertation in 1981, and his selection in 2003 as a "Highly Cited Researcher" in the Business/Economics category by Thomson Reuters Web of Science. 