The impact of remuneration on sales turnover in Dubai’s automotive aftermarket: pre-covid and amidst Covid

• Autorzy: Pandya Bharti , Shah Kavita , Allam Hesham

Identyfikatory

DOI

10.17512/pjms.2022.26.2.17

Warianty tytułu

PL

Wpływ wynagrodzeń na obroty ze sprzedaży na samochodowym rynku wtórnym w Dubaju: przed i w trakcie Covid

• Języki publikacji: EN

Abstrakty

EN

The Global Automotive Aftermarket sector was valued at USD 392.5 billion in 2020 and is predicted to surpass USD 525 billion by 2028. The automotive aftermarket of the United Arab Emirates, led by Dubai, is the fastest-growing market, which is expected to reach USD 634.4 million. However, the Covid-19 pandemic diminished the growth rate and profitability of the sector, pressing small and medium enterprises to reduce their costs, including employees’ remuneration. This empirical paper aims to analyse the impact of changes in salesforce remuneration on sales turnover and the role of Covid-19 in influencing this causal relationship. The data, before Covid (2019) and during Covid (2020-21), were collected from 80 automotive aftermarket enterprises in Dubai using a single-stage convenience sampling method. The correlation analysis and ANOVA test highlight the significant difference in sales commission within the group and between the groups caused by Covid-19. The results indicate how the reduction in remuneration, especially sales commission, during the crisis significantly declined the sales turnover in automotive aftermarket enterprises. The study proposes guidelines and tips that business leaders, the human resources professionals can implement to revive their sales turnover post-Covid-19 and manage such crises in future.

PL

Sektor Global Automotive Aftermarket został wyceniony na 392,5 mld USD w 2020 r. i przewiduje się, że do 2028 r. przekroczy 525 mld USD. Samochodowy rynek wtórny Zjednoczonych Emiratów Arabskich, na czele z Dubajem, jest najszybciej rozwijającym się rynkiem, który według przewidywań miał osiągnąć 634,4 mln USD. Jednak pandemia Covid-19 zmniejszyła tempo wzrostu i rentowność sektora, zmuszając małe i średnie przedsiębiorstwa do ograniczania kosztów, w tym wynagrodzeń pracowników. Niniejszy artykuł empiryczny ma na celu analizę wpływu zmian wynagrodzeń sprzedawców na obroty ze sprzedaży oraz roli Covid-19 w oddziaływaniu na ten związek przyczynowy. Dane sprzed Covid (2019) i podczas Covid (2020-21) zostały zebrane od 80 przedsiębiorstw motoryzacyjnego rynku wtórnego w Dubaju przy użyciu jednoetapowej metody dogodnego doboru próby. Analiza korelacji i test ANOVA podkreślają istotną różnicę w prowizjach od sprzedaży w grupie i pomiędzy grupami spowodowaną przez Covid-19. Wyniki wskazują, jak obniżenie wynagrodzeń, zwłaszcza prowizji od sprzedaży, w okresie kryzysu znacznie zmniejszyło obroty ze sprzedaży w przedsiębiorstwach zajmujących się motoryzacyjnym rynkiem wtórnym. W badaniu zaproponowano wytyczne i wskazówki, które liderzy biznesowi i specjaliści ds. zasobów ludzkich mogą wdrożyć, aby ożywić obroty ze sprzedaży po Covid-19 i radzić sobie z takimi kryzysami w przyszłości.

Słowa kluczowe

EN

remuneration; sales turnover; automotive aftermarket; commission; salary; compensation; Covid

PL

wynagrodzenie; obroty; motoryzacyjny rynek wtórny; prowizja; Covid

• Wydawca: Czestochowa University of Technology
• Czasopismo: Polish Journal of Management Studies
• Rocznik: 2022
• Tom: Vol. 26, No. 2
• Strony: 280--292
• Opis fizyczny: Bibliogr. 44 poz., rys., tab.

Twórcy

autor

Pandya Bharti

• Higher Colleges of Technology, UAE

• https://orcid.org/0000-0002-1939-8106

autor

Shah Kavita

• Higher Colleges of Technology, UAE

• https://orcid.org/0000-0002-2101-3957

autor

Allam Hesham

• Higher Colleges of Technology, UAE

• https://orcid.org/000-00002-05148202

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Uwagi

Opracowanie rekordu ze środków MEiN, umowa nr SONP/SP/546092/2022 w ramach programu "Społeczna odpowiedzialność nauki" - moduł: Popularyzacja nauki i promocja sportu (2022-2023).