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| Author: | Anderson, J.V. |
| Title: | Put work and play into marketing. (Sales Marketing, Arbeitsmotivation) |
| Journal: | Industrial Marketing Management
1993 : FEB, VOL. 22:1, p. 1-6 |
| Index terms: | |
| Freeterms: | MARKETING |
| Language: | eng |
| Abstract: | Incentive games and contests have long been a motivational mainstay in organizations, especially as ways to stimulate sales forces. These very costly efforts, however, do not seem to work as expected, especially in the long run. This article suggests that managers would be better served by making the job itself more playlike instead of simply adding layer of play on the top of the job. In an effort to help managers make this transformation, pure play is contrasted with a more practical approach called partial play. Practical examples and suggestions are included. |
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