Goal setting barriers: A pharmaceutical sales force case study

International Journal of Human Resource Management

Volumn 23, Issue 2, 2012, Pages 312-332

  Morelli, Gabriel ^a   Braganza, Ashley ^b  

^a IQVIA   (United States)

^b BRUNEL UNIVERSITY   (United Kingdom)

Author keywords

business processes; goal setting; pharmaceuticals; sales management; sales quota

Indexed keywords

EID: 84858967231     PISSN: 09585192     EISSN: 14664399     Source Type: Journal    
DOI: 10.1080/09585192.2011.561226     Document Type: Article

References (73)

1. Anderson, E. and Oliver, R.L. 1987. Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems. Journal of Marketing, 51(4): 76-88.
2. Avila, R.A., Fern, E.F. and Mann, O.K. 1988. Unravelling Criteria for Assessing the Performance of Sales Forces. Journal of Personal Selling and Sales Management, 8(1): 45-54.
3. Badovick, G.J. 1990. Emotional Reactions and Salesperson Motivation: An Attributional Approach Following Inadequate Sales Performance. Academy of Marketing Science, 18(2): 123-130.
4. Baldauf, A., Cravens, D.W. and Piercy, N. 2001. Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness. Journal of Personal Selling and Sales Management, 21(2): 109-122.
5. Blackshear, T. and Plank, R.E. 1994. The Impact of Adaptive Selling on Sales Effectiveness Within the Pharmaceutical Industry. Journal of Marketing Theory and Practice, 2(3): 106-125.
6. Blaikie, N. 2003. Approaches to Social Enquiry, (Digital print edition) Cambridge, MA: Blackwell Publishers Ltd.
7. Braganza, A. and Lambert, R. 2000. Strategic Integration: Developing a Process-Governance Framework. Knowledge and Process Management, 7(3): 177-186.
8. Carter, R.E., Dixon, A.L. and Moncrief, W.C. 2008. The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005. Journal of Personal Selling and Sales Management, 28: 403-419.
9. Challagalla, G.N. and Shervani, T.A. 1997. A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context. Journal of Business Research, 39(3): 159-172.
10. Chu, K. 2004. Firms Report Lackluster Results from Pay-for-Performance Plans. The Wall Street Journal,: D2 June 15
11. Churchill, G.A., Ford, N.M., Hartley, S.W. and Walker, O.C. Jr. 1985. The Determinants of Sales-Person Performance: A Meta-Analysis. Journal of Marketing Research, 22: 103-118.
12. Churchill, G.A., Ford, N.M., Walker, O.C., Johnston, M.W. and Tanner, J.F. 2000. Sales Force Management, 6th ed., New York: Irwin McGraw-Hill.
13. Darmon, R.Y. 1979. Setting Sales Quotas with Conjoint Analysis. Journal of Marketing Research, 16(1): 133-140.
14. Darmon, R.Y. 1997. Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures. Journal of Personal Selling and Sales Management, 17(1): 1-16.
15. Darmon, R.Y. 2001. Optimal Salesforce Quota Plans under Salesperson Job Equity Constraints. Canadian Journal of Administrative Sciences, 18(2): 87-100.
16. Douthit, J.C. 1976. The Use of Sales Quotas by Industrial Firms. Journal of the Academy Science, 4: 467-472.
17. Drexl, A. and Haase, K. 1999. Fast Approximation Methods for Sales Force Deployment. Management Science, 45(10): 1307-1323.
18. Dubinsky, A.J. and Barry, T.E. 1982. A Survey of Sales Management Practices. Industrial Marketing Management, 11: 133-141.
19. Easton, A. 1976. Sales Quota Achievement Indices for Multi-Product Firms. Industrial Marketing Management, 5(2): 77-87.
20. Eisenhardt, K.M. 1988. Agency-and Institutional-Theory Explanations: The Case of Retail Sales Compensation. Academy of Management Journal, 31(3): 488-511.
21. Eisenhardt, K.M. 1989. Building Theories from Case Study Research. The Academy of Management Review, 14(4): 532-550.
22. Futrell, C.M. and Swan, J.E. 1976. Job Performance Related to Management Control Systems for Pharmaceutical Salesmen. Journal of Marketing Research, 13(1): 25-33.
23. Gonik, J. 1978. Tie Salesmen's Bonuses to Their Forecasts. Harvard Business Review, 56: 116-123.
24. Good, D.J. and Stone, R.W. 1991a. How Sales Quotas Are Developed. Industrial Marketing Management, 20(1): 51-55.
25. Good, D.J. and Stone, R.W. 1991b. Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers. Journal of Personal Selling and Sales Management, 11(3): 57-60.
26. Hammer, M. 2007. The Process Audit. Harvard Business Review, April: 111-123.
27. Herzog, D.R. 1961. Setting Sales Quotas. California Management Review, 3(2): 47
28. IMS Health. 2004. IMS Health IPM, Madrid: IMS Health.
29. Jackson, D.W. Jr, Keith, J.E. and Schlacter, J.L. 1983. Evaluation of Selling Performance: A Study of Current Practices. Journal of Personal Selling and Sales Management, 3: 42-51.
30. Jones, E., Brown, S.P., Zoltners, A.A. and Weitz, B.A. 2005. The Changing Environment of Selling and Sales Management. Journal of Personal Selling and Sales Management, 25: 105-111.
31. Joseph, K. and Kalwani, M.U. 1998. The Role of Bonus Pay in Salesforce Compensation Plans. Industrial Marketing Management, 27(2): 147-159.
32. Kerr, S. 2004. Executives Ask: How and Why Should Firms and Their Employees Set Goals?. Academy of Management Executive, 18(4): 122-138.
33. Kerr, S. and Landauer, S. 2004. Using Stretch Goals to Promote Organizational Effectiveness and Personal Growth: General Electric and Goldman Sachs. Academy of Management Executive, 18(4): 134-138.
34. Krafft, M. 1999. An Empirical Investigation of the Antecedents of Sales Force Control Systems. Journal of Marketing, 63(3): 120-134.
35. Latham, G.P. 2004. The Motivational Benefits of Goal Setting. Academy of Management Executive, 18(4): 126-129.
36. Latham, G.P., Erez, M. and Locke, E.A. 1988. Resolving Scientific Disputes by the Joint Design of Crucial Experiments by the Antagonists: Application to the Erez-Latham Dispute Regarding Participation in Goal Setting. Journal of Applied Psychology, 73: 753-772.
37. Locke, E.A. 2004a. Guest Editor's Introduction: Goal-Setting Theory and Its Applications to the World of Business. Academy of Management Executive, 18(4): 124-129.
38. Locke, E.A. 2004b. Linking Goals to Monetary Incentives. Academy of Management Executive, 18(4): 130-133.
39. Locke, E.A., Alavi, M. and Wagner, J. 1997. Participation in Decision-Making: An Information Exchange Perspective. Research in Personnel and Human Resources Management, 15: 293-331.
40. Locke, E.A. and Latham, G.P. 2002. Building a Practically Useful Theory of Goal Setting and Task Motivation. American Psychologist, 57(9): 705-717.
41. Locke, E.A. and Latham, G.P. 2009a. Has Goal Setting Gone Wild, or Have Its Attackers Abandoned Good Scholarship?. Academy of Management Perspectives, 23(1): 17-23.
42. Locke, E.A. and Latham, G.P. 2009b. Science and Ethics: What Should Count As Evidence against the Use of Goal Setting?. Academy of Management Perspectives, 23(3): 88-91.
43. Lodish, L.M. 1975. Sales Territory Alignment to Maximize Profits. Journal of Marketing Research, 12(1): 30-36.
44. Lucas, H.C., Weinberg, C.B. and Clowes, K.W. 1975. Sales Response as a Function of Territorial Potential and Sales Representative Workload. Journal of Marketing Research, 12: 208-305.
45. Mantrala, M.K. and Raman, K. 1990. Analysis of a Sales Force Incentive Plan for Accurate Sales Forecasting and Performance. International Journal of Research in Marketing, 7(2-3): 189-202.
46. Mantrala, M.K., Sinha, P. and Zoltners, A.A. 1994. Structuring a Multiproduct Sales Quota-Bonus Plan for an Heterogeneous Sales Force: A Practical Model-Based Approach. Marketing Science, 13(2): 121-144.
47. Marchetti, M. and Brewer, G. 2000. The Art of Setting Sales Quotas. Sales & Marketing Management, 4(152): 101
48. Mitchell, P. 1979. Designing an Optimal Quota Assignment Scheme When Using Independent Controls. European Research, 7(5): 230
49. Mulki, J.P., Locander, W.B., Marshall, G.W., Harris, E.G. and Hensel, J. 2008. Workplace Isolation, Salesperson Commitment, and Job Performance. Journal of Personal Selling and Sales Managemen, 28: 67-78.
50. Ordóñez, L.D., Schweitzer, M.E., Galinsky, A.D. and Bazerman, M.H. 2009a. Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal Setting. Academy of Management Perspectives, 23(1): 6-15.
51. Ordóńez, L.D., Schweitzer, M.E., Galinsky, A.D. and Bazerman, M.H. 2009b. On Good Scholarship, Goal Setting, and Scholars Gone Wild. Academy of Management Perspectives, 23(3): 82-87.
52. Parasuraman, A. and Day, R.L. 1977. A Management Oriented Model for Allocating Salesforce Effort. Journal of Marketing Research, 14: 22-23.
53. Piercy, N., Cravens, D.W. and Morgan, N.A. 1999. Relationships Between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness. British Journal of Management, 10: 95-111.
54. Plank, R.E. and Reid, D.A. 1994. The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness. Journal of Personal Selling and Sales Management, 14(3): 43-56.
55. Plouffe, C.R., Williams, B.C. and Wachner, T. 2008. Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research. Journal of Personal Selling and Sales Management, 28: 79-92. Winter
56. Raju, J.S. and Srinivasan, V. 1996. Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces. Management Science, 42(10): 1454-1462.
57. Schwepker, C.H. Jr and Good, D.J. 2004. Understanding Sales Quotas: An Exploratory Investigation of Consequences of Failure. Journal of Business and Industrial Marketing, 19(1): 39-48.
58. Seijts, G.H. 2001. Setting Goals: When Performance Doesn't Matter. Ivey Business Journal, January-February: 40-44.
59. Shanker, R.J., Turner, R.E. and Zoltners, A.A. 1975. Sales Territory Design: An Integrated Approach. Management Science, 22(3): 309-320.
60. Shaw, K.N. 2004. Changing the Goal-Setting Process at Microsoft. Academy of Management Executive, 18(4): 139-142.
61. Skiera, B. and Albers, S. 1998. COSTA: Contribution Optimizing Sales Territory Alignment. Marketing Science, 17(3): 196-213.
62. Strahle, W.M. and Spiro, R.L. 1986. Linking Market Share Strategies to Salesforce Objectives, Activities and Compensation Policies. Journal of Personal Selling and Sales Management, 6: 11-18.
63. Talley, W.J. Jr. 1961. How to Design Sales Territories. Journal of Marketing, January: 7-13.
64. Turner, R., Lasserre, C. and Beauchet, P. 2007. Innovation in Field Force Bonuses: Enhancing Motivation Through a Structured Process-Based Approach. Journal of Medical Marketing, 7: 126-135.
65. Winer, L. 1973. Winer Leon The Effect of Product Sales Quotas on Sales Force Productivity. Journal of Marketing Research, 10: 180-183.
66. Wotruba, T.R. 1989. The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling. Journal of Personal Selling and Sales Management, 9(1): 22-29.
67. Wotruba, T.R. and Thurlow, M.L. 1976. Sales Force Participation in Quota Setting and Sales Forecasting. Journal of Marketing, 40(2): 11-16.
68. Yin, R.K. 2003. Case Study Research. Design and Methods, 3rd ed., London: Sage Publications.
69. Zoltners, A.A. 2005. Sales and Marketing Integration: A Proposed Framework. Journal of Personal Selling and Sales Management, XXV(Spring): 113-122.
70. Zoltners, A.A. and Lorimer, S.E. 2000. Sales Territory Alignment: An Overlooked Productivity Tool. Journal of Personal Selling and Sales Management, 20(3): 139-150.
71. Zoltners, A.A., Sinha, P. and Lorimer, S.E. 2006. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans that Work, 1st ed., New York: AMACOM.
72. Zoltners, A.A., Sinha, P. and Lorimer, S.E. 2008. Sales Force Effectiveness: A Framework for Researchers and Practitioners. Journal of Personal Selling and Sales Management, 28: 115-131.
73. Zoltners, A.A., Sinha, P. and Zoltners, G.A. 2001. The Complete Guide to Accelerating Sales Force Performance, New York: AMACOM.