search query: @author Dacin, P. A. / total: 2
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| Author: | Murphy, W. H. Dacin, P. A. Ford, N. M. |
| Title: | Sales contest effectiveness : an examination of sales contest design preferences of field sales forces |
| Journal: | Journal of the Academy of Marketing Science
2004 : VOL. 32:2, p. 127-143 |
| Index terms: | INCENTIVES MOTIVATION SALES MANAGEMENT |
| Language: | eng |
| Abstract: | In the trade and academic press sales contests receive considerable attention. The authors examine and empirically address some fundamential questions which concern sales contest design in a field sales force setting. Expentancy theory is used to develop ground and hypotheses for why particular designs may be preferred by salespeople. Finally to design effective contests, insights for sales managers is provided. |
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