Effects of top-performer rewards on fellow salespeople: a double-edged sword-Reference-Cited by-同舟云学术

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Effects of top-performer rewards on fellow salespeople: a double-edged sword

Published:2017-10-02 Issue:4 Volume:37 Page:280-297
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Miao C. Fred¹,Evans Kenneth R.²,Li Pochien³

Affiliation:

1. 430J School of Business, Portland State University, Portland, OR 97207, USA

2. President's Office, Lamar University, 4400 MLK Blvd., PO Box 10009, Beaumont, TX 77710, USA

3. College of Management, Yuan Ze University, 135 Yuan-Tung Road, Chung-Li Dist., Taoyuan City 32003, Taiwan (R.O.C)

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2017.1387058

Reference59 articles.

1. Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions

2. The role of overall justice judgments in organizational justice research: A test of mediation.

3. Structural equation modeling in practice: A review and recommended two-step approach.

4. Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

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1. Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations;Journal of Personal Selling & Sales Management;2024-09-12

2. Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes;European Journal of Marketing;2023-11-28

3. One does not fit all: what is in a salesperson sample?;Journal of Personal Selling & Sales Management;2023-09-22

4. Sales force financial compensation – a review and synthesis of the literature;Journal of Personal Selling & Sales Management;2023-08-22

5. Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output;Journal of Personal Selling & Sales Management;2023-01-06

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