Multi-stage scale of the incentive system for distributors of an electrical company

Abstract

Abstract The model presented in the article expands the applied nature of the measurement theory and eliminates the gap in the application of measurements in the “agent theory” (the economic theory of incentives). Distribution channel management is one of the key issues for the vast majority of manufacturers. This channel is the widest, and therefore determines both the production plans and the marketing policy of the manufacturer. The current practice of setting discounts has become extremely sophisticated, and the variety of discounts is impressive: currently, about 20 different types of discounts are used in international trade practice. This article proposes a new model for stimulating distributors – a multi-stage scale that matches the distributor’s score with the percentage level of discount for regional coverage and specialization. The list of indicators for calculating the discount for specialization and regional coverage includes a group of indicators to increase the motivation of the distributor to improve the quality of their work and a group of indicators to increase the motivation of the distributor to expand the scope of action. Using the method of index grouping of expert estimates, the weight values of each indicator were found using the method of index grouping of expert estimates. The problem of calculating the score of distribution activity results was set as a multi-criteria problem, in which the method of additive optimization was used for the procedure of folding private criteria, which was preceded by checking all private criteria for additive independence. As a result of the calculations (using the processing of expert opinions by the method of index grouping of expert assessments), a five-step scale of discounts was obtained. The data of the international electrotechnical company Schneider Electric in Russia became the empirical basis for the implementation of the tasks set. The developed incentive model can be adapted for any commercial enterprise that is interested in promoting its product through regional coatings, as well as in supporting the image of the product, which, of course, helps to stimulate demand and increase sales.