Compliance versus preference: Understanding salesperson response to contests
Author
Abstract
Suggested Citation
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- 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.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Jaramillo, Fernando & Mulki, Jay Prakash & Boles, James S., 2013. "Bringing meaning to the sales job: The effect of ethical climate and customer demandingness," Journal of Business Research, Elsevier, vol. 66(11), pages 2301-2307.
- Homburg, Christian & Alavi, Sascha & Rajab, Thomas & Wieseke, Jan, 2017. "The contingent roles of R&D–sales versus R&D–marketing cooperation in new-product development of business-to-business firms," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 212-230.
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.- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- Fanny-Juliet Poujol, 2009. "Management of sales advisers and service climate: an experiment," Post-Print hal-03122111, HAL.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
More about this item
Keywords
Sales contest Motivation Incentive Salespeople Compliance effect Goal-setting theory;Statistics
Access and download statisticsCorrections
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:64:y:2011:i:7:p:664-671. 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.