I think it would be fine if it added a note in parenthesis clarifying that. The question you have posed, whether the small benefit outweighs the many risks, is a valid one, but one that needs to have the premise of the small benefit established.
I suppose, in a purely theoretical discussion corner-stoned by Ariely's research, the question becomes whether sales is a more mechanical or creative task. I would argue that in a split sales/customer service environment it could very well become the former. Whether that is desirable is dependent upon one's business model.
Absolutes are probably not the answer - there will be models, e.g. Groupon or real estate, where sales commissions may be well worth it. Businesses that depend on relationships, however, may want to re-think a system that encourages maximising the rewarded variable at the expense of all others. Bringing light to the assumption that salespeople require commission, though, is a nice place to start - thanks for that.
I would say that sales is definitely a creative task (but you're right that's the important question w/r/t Ariely). There is a rote aspect to working the phones, or keeping records, but sales is a performance skill that requires a lot of thought about strategy, rhetoric, timing, etc. etc. By no means is it rocket science (I wrote a bit about that here: http://www.fogcreek.com/guide/The-most-basic-things-your-com...), but there is a lot to consider and get good at.
I suppose, in a purely theoretical discussion corner-stoned by Ariely's research, the question becomes whether sales is a more mechanical or creative task. I would argue that in a split sales/customer service environment it could very well become the former. Whether that is desirable is dependent upon one's business model.
Absolutes are probably not the answer - there will be models, e.g. Groupon or real estate, where sales commissions may be well worth it. Businesses that depend on relationships, however, may want to re-think a system that encourages maximising the rewarded variable at the expense of all others. Bringing light to the assumption that salespeople require commission, though, is a nice place to start - thanks for that.