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

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  • Murphy, William H.

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  • 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
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    References listed on IDEAS

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    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.
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    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    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. 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.
    9. 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.
    10. 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.
    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. 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.
    13. 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.
    14. 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.
    15. Fanny-Juliet Poujol, 2009. "Management of sales advisers and service climate: an experiment," Post-Print hal-03122111, HAL.

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