| Author: | Wotruba, T. R. Macfie, J. S. Colletti, J. A. |
| Title: | Effective sales force recognition programs |
| Journal: | Industrial Marketing Management
1991 : FEB, VOL. 20:1, p. 9-15. |
| Index terms: | SALESMEN PERFORMANCE APPRAISAL MOTIVATION PERSONNEL MANAGEMENT TOP MANAGEMENT |
| Language: | eng |
| Abstract: | Numerous motivation theories have been applied to explain sales force motivation. A study tested whether any specific recognition program policies or practices are associated with program success. Factors such as top management involvement, presenting awards, and recognition in the presence of family as well as peers correspond positively with the effectiveness of the program. Surprisingly, optimal percentage of sales people to be recognised was 31-50 per cent. Programs initiated by a special event were found to be more effective than programs that were not. Other interesting and useful results are offered. |
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