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Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth
Mini Dissertation (MPhil (Corporate Strategy))--University of Pretoria, 2025.
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| Format: | Thesis |
| Language: | English |
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University of Pretoria
2026
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| _version_ | 1867613527948132352 |
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| access_status_str | Open Access |
| author2 | Rosenbaum, Stephen |
| author_browse | Rosenbaum, Stephen |
| author_facet | Rosenbaum, Stephen |
| collection | Thesis |
| dc_rights_str_mv | © 2025 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria. |
| description | Mini Dissertation (MPhil (Corporate Strategy))--University of Pretoria, 2025. |
| format | Thesis |
| id | oai:repository.up.ac.za:2263/109638 |
| institution | University of Pretoria (South Africa) |
| language | English |
| last_indexed | 2026-06-10T12:37:34.574Z |
| license_str | Other — see source repository |
| provenance_str_mv | Harvested via OAI-PMH from UPSpace — University of Pretoria Institutional Repository |
| publishDate | 2026 |
| publishDateRange | 2026 |
| publishDateSort | 2026 |
| publisher | University of Pretoria |
| publisherStr | University of Pretoria |
| record_format | dspace |
| source_str | UPSpace — University of Pretoria Institutional Repository |
| spelling | oai:repository.up.ac.za:2263/109638 Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth Rosenbaum, Stephen ichelp@gibs.co.za Cook, Abdul UCTD Fire sale Financial adviser Incentive Sales performance Ethical behaviour Mini Dissertation (MPhil (Corporate Strategy))--University of Pretoria, 2025. This study investigates how fire sales, as incentive structures, shape the behaviour, ethical decision‑making, and fairness perceptions of financial advisers in the insurance industry, and its implications for sustainable performance outcomes. The purpose of the study was to evaluate the effectiveness of commission‑based and alternative incentive models, identify their unintended consequences, and explore frameworks that balance short‑term productivity with long‑term customer trust and organisational stability. Commission‑driven environments, while effective in motivating immediate sales, have been criticised for fostering mis‑selling, fire‑sale behaviour, and policy lapses that undermine sustainability and erode consumer confidence. Grounded in Expectancy Theory, amongst others, the study adopts a quantitative approach, combining literature analysis with adviser perspectives to examine behavioural, organisational, and ethical dynamics. Findings confirm that commission‑based incentives strongly motivate short‑term sales but embed structural vulnerabilities that compromise policy persistency. Ethical behaviour emerged as a mediating mechanism that mitigates adverse effects but does not fundamentally alter the biases inherent in commission systems. Hybrid and value‑based models, integrating customer satisfaction and retention metrics, were identified as more sustainable alternatives. The contribution of this study lies in advancing understanding of how fire sales, through incentive design, influences both performance and ethics, offering pathways for reform. Limitations include reliance on sector‑specific data and the need for broader empirical testing across diverse financial contexts. Gordon Institute of Business Science (GIBS) MPhil (Corporate Strategy) Unrestricted Gordon Institute of Business Science (GIBS) SDG-08: Decent work and economic growth 2026-04-21T08:45:12Z 2026-04-21T08:45:12Z 2026-05-05 2025 Mini Dissertation * A2025 http://hdl.handle.net/2263/109638 en © 2025 University of Pretoria. All rights reserved. The copyright in this work vests in the University of Pretoria. No part of this work may be reproduced or transmitted in any form or by any means, without the prior written permission of the University of Pretoria. application/pdf University of Pretoria |
| spellingShingle | UCTD Fire sale Financial adviser Incentive Sales performance Ethical behaviour Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title | Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title_full | Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title_fullStr | Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title_full_unstemmed | Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title_short | Breaking the cycle of fire sales: rethinking sales incentives for sustainable sales growth |
| title_sort | breaking the cycle of fire sales rethinking sales incentives for sustainable sales growth |
| topic | UCTD Fire sale Financial adviser Incentive Sales performance Ethical behaviour |
| url | http://hdl.handle.net/2263/109638 |