haku: @author Sohi, R. / yhteensä: 3
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| Tekijä: | Murphy, W. Sohi, R. |
| Otsikko: | Salespersons' perceptions about sales contests: towards a greater understanding |
| Lehti: | European Journal of Marketing
1995 : VOL. 29:13, p. 42-66 |
| Asiasana: | MARKETING ATTITUDES SALES MANAGEMENT |
| Kieli: | eng |
| Tiivistelmä: | The article aims to improve understanding of an important and widely used management tool for motivating the salesforce -- sales contests. It begins by introducing the question: what factors are associated with salesmen's feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypothese, data were collected through verbal protocols and surveys from salespeople belong to a division of a Fortune 100 firm. |
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