Gamification in sales teams management: a case study

Abstract

The efficient management of human capital has become paramount for organizational success, since people are the only competitive factor that cannot be imitated or duplicated by competitors (Saha & Pandita, 2017). The workplace is no longer just a transactional scenario where business is carried out, it is expected that employees are proactively involved in activities of improvement, innovation and knowledge sharing (Kumar & Raghavendran, 2015). Gamification has emerged as a strategy capable of providing adequate incentives to create value in this new paradigm of work, increasingly digital, distributed, creative and driven by intrinsic and social motivations (Morschheuser & Hamari, 2019). Although the concept is known by multiple definitions, it can be summarized as the use of video game design elements in other contexts (Deterding, Dixon, Khaled, & Nacke, 2011). Even though the application of game elements in the corporate environment is not recent, the convergence of technological progress with the prevalence of gaming in today's society has allowed gamification to be more easily, ubiquitously and socially accepted in the workplace (Kim, 2015).