IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v57y2004i11p1265-1275.html
   My bibliography  Save this article

In pursuit of short-term goals: anticipating the unintended consequences of using special incentives to motivate the sales force

Author

Listed:
  • Murphy, William H.

Abstract

No abstract is available for this item.

Suggested Citation

  • Murphy, William H., 2004. "In pursuit of short-term goals: anticipating the unintended consequences of using special incentives to motivate the sales force," Journal of Business Research, Elsevier, vol. 57(11), pages 1265-1275, November.
    • Handle: RePEc:eee:jbrese:v:57:y:2004:i:11:p:1265-1275
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(02)00447-2
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Cohen, Deborah Vidaver, 1993. "Creating and Maintaining Ethical Work Climates: Anomie in the Workplace and Implications for Managing Change," Business Ethics Quarterly, Cambridge University Press, vol. 3(4), pages 343-358, October.
    2. Metzger, Michael & Dalton, Dan R. & Hill, John W., 1993. "The Organization of Ethics and the Ethics of Organizations: The Case for Expanded Organizational Ethics Audits," Business Ethics Quarterly, Cambridge University Press, vol. 3(01), pages 27-44, January.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Nasratullah Obaid & Ahmad Tariq & Obaidullah Shinwari & Ihsanullah Shorish & Syed Sajad Ali Sha, 2023. "Importance of seller’s ethical behaviour and its Impact on sales performance at the sole proprietorship level businesses in Jalalabad market of Afghanistan," Eximia Journal, Plus Communication Consulting SRL, vol. 6(1), pages 10-27, January.
    2. Xiaoyan Wang & Guocai Wang & Yanhui Zhao & Wyatt A. Schrock, 2024. "The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis," Journal of Business Ethics, Springer, vol. 193(1), pages 133-157, August.
    3. Verbeke, Willem & Bagozzi, Richard P. & Belschak, Frank D., 2016. "The role of status and leadership style in sales contests: A natural field experiment," Journal of Business Research, Elsevier, vol. 69(10), pages 4112-4120.
    4. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    5. Victoria Bush & Alan J. Bush & Jared Oakley & John E. Cicala, 2017. "The Sales Profession as a Subculture: Implications for Ethical Decision Making," Journal of Business Ethics, Springer, vol. 142(3), pages 549-565, May.
    6. Willy Bolander & William J. Zahn & Terry W. Loe & Melissa Clark, 2017. "Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts," Journal of Business Ethics, Springer, vol. 144(3), pages 519-532, September.
    7. Ning Li & William Murphy, 2012. "A Three-Country Study of Unethical Sales Behaviors," Journal of Business Ethics, Springer, vol. 111(2), pages 219-235, December.
    8. Gurhan Uysal, 2012. "For the development of effective HRM systems: inter-relationships between HRM practices using correlation analysis," World Review of Entrepreneurship, Management and Sustainable Development, Inderscience Enterprises Ltd, vol. 8(1), pages 1-12.
    9. Lutz Kaufmann & Jens Esslinger & Craig R. Carter, 2018. "Toward Relationship Resilience: Managing Buyer‐Induced Breaches of Psychological Contracts During Joint Buyer–Supplier Projects," Journal of Supply Chain Management, Institute for Supply Management, vol. 54(4), pages 62-85, October.
    10. Maryse Koehl & Juliet F. Poujol & John F. Tanner Jr, 2016. "The impact of sales contests on customer listening: an empirical study in a telesales context," Post-Print hal-02013750, HAL.
    11. Christian Lukas, 2023. "On interim performance evaluations and interdependent period outcomes," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 34(1), pages 67-108, March.
    12. Sayanjit Guha, 2016. "Effects of Motivating to Sustain Commitment of the Sales Professionals," Journal of Marketing and Consumer Behaviour in Emerging Markets, University of Warsaw, Faculty of Management, vol. 2(4), pages 58-74.
    13. Zhou, Kevin Zheng & Wang, Kui & Xu, Dean & Xie, En, 2022. "Drinking poison to quench thirst: Does bribery foster firm performance in China?," Journal of Business Research, Elsevier, vol. 147(C), pages 505-517.
    14. Nicholas McClaren, 2013. "The Personal Selling and Sales Management Ethics Research: Managerial Implications and Research Directions from a Comprehensive Review of the Empirical Literature," Journal of Business Ethics, Springer, vol. 112(1), pages 101-125, January.
    15. Fanny-Juliet Poujol, 2009. "Management of sales advisers and service climate: an experiment," Post-Print hal-03122111, HAL.
    16. Poujol, F. Juliet & Fournier, Christophe & Tanner Jr., John F., 2011. "Compliance versus preference: Understanding salesperson response to contests," Journal of Business Research, Elsevier, vol. 64(7), pages 664-671, July.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Raymond O. S. Zaal, 2011. "Reinforcing Ethical Behavior through Organizational Architecture: A Hypothesized Relationship," Chapters, in: Killian J. McCarthy & Maya Fiolet & Wilfred Dolfsma (ed.), The Nature of the New Firm, chapter 2, Edward Elgar Publishing.
    2. Muel Kaptein, 2015. "The Effectiveness of Ethics Programs: The Role of Scope, Composition, and Sequence," Journal of Business Ethics, Springer, vol. 132(2), pages 415-431, December.
    3. Dodi Permana, 2017. "Toward the Best Model of Strategy Implementation in Indonesian Islamic Banking from the Lens of Strategic Clarity," European Research Studies Journal, European Research Studies Journal, vol. 0(4B), pages 3-15.
    4. Simon Grima & Sharon Seychell & Frank H. Bezzina, 2017. "Investigating Factors Predicting Derivative Mishandling: A Sociological Perspective," European Research Studies Journal, European Research Studies Journal, vol. 0(4A), pages 3-17.
    5. Carole Jurkiewicz, 2012. "Developing a Multicultural Organizational Code of Ethics Rooted in the Moral Obligations of Citizenry," Public Organization Review, Springer, vol. 12(3), pages 243-249, September.
    6. Sebastian Goebel & Barbara E. Weißenberger, 2017. "The Relationship Between Informal Controls, Ethical Work Climates, and Organizational Performance," Journal of Business Ethics, Springer, vol. 141(3), pages 505-528, March.
    7. James, Harvey S., Jr., 2002. "Finding Solutions To Ethical Problems In Agriculture," Working Papers 26046, University of Missouri Columbia, Department of Agricultural Economics.
    8. Roland Kidwell & Franz Kellermanns & Kimberly Eddleston, 2012. "Harmony, Justice, Confusion, and Conflict in Family Firms: Implications for Ethical Climate and the “Fredo Effect”," Journal of Business Ethics, Springer, vol. 106(4), pages 503-517, April.
    9. Yun Hyeok Choi & Jae Kyu Myung & Jong Dae Kim, 2018. "The Effect of Employees’ Perceptions of CSR Activities on Employee Deviance: The Mediating Role of Anomie," Sustainability, MDPI, vol. 10(3), pages 1-20, February.
    10. Chikelu Okey Felix. PhD & Bala Aliyu Kardi & Garba Usman, 2020. "Ethical Leadership Style: Examining The Conflict Between Personal and Non-Profit Organizational Interest," International Journal of Research and Scientific Innovation, International Journal of Research and Scientific Innovation (IJRSI), vol. 7(5), pages 294-298, May.
    11. Bellora-Bienengräber, Lucia & Radtke, Robin R. & Widener, Sally K., 2022. "Counterproductive work behaviors and work climate: The role of an ethically focused management control system and peers’ self-focused behavior," Accounting, Organizations and Society, Elsevier, vol. 96(C).
    12. Amit Saini & Mike Krush, 2008. "Anomie and the Marketing Function: The Role of Control Mechanisms," Journal of Business Ethics, Springer, vol. 83(4), pages 845-862, December.
    13. Muel Kaptein, 2009. "Ethics Programs and Ethical Culture: A Next Step in Unraveling Their Multi-Faceted Relationship," Journal of Business Ethics, Springer, vol. 89(2), pages 261-281, October.
    14. Alexandre Ardichvili & Douglas Jondle & Brenda Kowske & Edgard Cornachione & Jessica Li & Thomas Thakadipuram, 2012. "Ethical Cultures in Large Business Organizations in Brazil, Russia, India, and China," Journal of Business Ethics, Springer, vol. 105(4), pages 415-428, February.
    15. Wonyoung Baek & Joonmo Cho, 2018. "Identifying the Virtuous Circle of Humanity Education and Post-Graduate Employment: Evidence from a Confucian Country," Sustainability, MDPI, vol. 10(1), pages 1-14, January.
    16. Douglas Jondle & Alexandre Ardichvili & James Mitchell, 2014. "Modeling Ethical Business Culture: Development of the Ethical Business Culture Survey and Its Use to Validate the CEBC Model of Ethical Business Culture," Journal of Business Ethics, Springer, vol. 119(1), pages 29-43, January.
    17. Eva E. Tsahuridu, 2006. "Anomie and Ethics at Work," Journal of Business Ethics, Springer, vol. 69(2), pages 163-174, December.
    18. Kristine Velasquez Tuliao & Chung-wen Chen, 2019. "Economy and Supervisors’ Ethical Values: Exploring the Mediating Role of Noneconomic Institutions in a Cross-National Test of Institutional Anomie Theory," Journal of Business Ethics, Springer, vol. 156(3), pages 823-838, May.
    19. Alexandre Ardichvili & James Mitchell & Douglas Jondle, 2009. "Characteristics of Ethical Business Cultures," Journal of Business Ethics, Springer, vol. 85(4), pages 445-451, April.
    20. Michael A Sartor & Paul W Beamish, 2018. "Host market government corruption and the equity-based foreign entry strategies of multinational enterprises," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 49(3), pages 346-370, April.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:57:y:2004:i:11:p:1265-1275. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.