Salespersons’ perceptions about sales contests-Reference-Cited by-同舟云学术

Salespersons’ perceptions about sales contests

Published:1995-12-01 Issue:13 Volume:29 Page:42-66
ISSN:0309-0566
Container-title:European Journal of Marketing
language:en
Short-container-title:

Author:

Murphy William H.,Sohi Ravipreet S.

Abstract

Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople′s feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypotheses, data were collected through verbal protocols and surveys from salespeople belonging to a division of a Fortune 100 firm. Results indicate that salespeople′s self‐esteem, commitment level, and career stage play a role in influencing feelings towards the sales contest.

Publisher

Emerald

Subject

Marketing

Reference55 articles.

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