메뉴 건너뛰기




Volumn 18, Issue 1, 1998, Pages 1-16

Sales contests: A research agenda

Author keywords

[No Author keywords available]

Indexed keywords


EID: 85009580709     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.1998.10754116     Document Type: Article
Times cited : (29)

References (47)
  • 1
    • 0002498105 scopus 로고
    • Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems
    • Anderson, E. and R. L. Oliver (1987), “Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems,” Journal of Marketing, 51 (October), 76-88.
    • (1987) Journal of Marketing , vol.51 , Issue.October , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 3
    • 84936824432 scopus 로고
    • The Self-Regulation of Attitudes, Intentions, and Behavior
    • Bagozzi, R. P. (1992), “The Self-Regulation of Attitudes, Intentions, and Behavior,” Social Psychology Quarterly, 55 (2), 178-204.
    • (1992) Social Psychology Quarterly , vol.55 , Issue.2 , pp. 178-204
    • Bagozzi, R.P.1
  • 4
    • 0040004377 scopus 로고
    • Measuring the Performance of Industrial Salespersons
    • Behrman, D. N. and W. D. Perreault, Jr. (1982), “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, 10 (September), 355-370.
    • (1982) Journal of Business Research , vol.10 , pp. 355-370
    • Behrman, D.N.1    Perreault, W.D.2
  • 5
    • 0040701339 scopus 로고
    • Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective
    • August
    • Beltramini, R. F. and K. R. Evans (1988), “Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective,” Journal of Personal Selling &Sales Management, (August), 35-42.
    • (1988) Journal of Personal Selling &Sales Management , pp. 35-42
    • Beltramini, R.F.1    Evans, K.R.2
  • 6
    • 0002896452 scopus 로고
    • Consumer Decision Making
    • T. S. Robertson and H. H. Kassarjian, eds., Englewood Cliffs, NJ: Prentice-Hall
    • Bettman, J. R., E. J. Johnson and J. W. Payne (1991), “Consumer Decision Making,” in Handbook of Consumer Behavior, T. S. Robertson and H. H. Kassarjian, eds., Englewood Cliffs, NJ: Prentice-Hall, 50-84.
    • (1991) Handbook of Consumer Behavior , pp. 50-84
    • Bettman, J.R.1    Johnson, E.J.2    Payne, J.W.3
  • 8
    • 84950647408 scopus 로고
    • The ManagerSalesperson Relationship: An Exploratory Examination of the Vertical Dyad Linkage Model
    • Castleberry, S. B. and J. F. Tanner, Jr. (1986), “The ManagerSalesperson Relationship: An Exploratory Examination of the Vertical Dyad Linkage Model,” Journal of Personal Selling and Sales Management, 6 (November), 29-37.
    • (1986) Journal of Personal Selling and Sales Management , vol.6 , Issue.November , pp. 29-37
    • Castleberry, S.B.1    Tanner, J.F.2
  • 9
    • 0002534473 scopus 로고
    • Organizational Commitment in the Sales Force
    • Chonko, L. B. (1986), “Organizational Commitment in the Sales Force,” Journal of Personal Selling & Sales Management, 6 (November), 19-27.
    • (1986) Journal of Personal Selling & Sales Management , vol.6 , Issue.November , pp. 19-27
    • Chonko, L.B.1
  • 10
    • 0038800893 scopus 로고
    • Selling and Sales Management in Action: Reward Preferences of Salespeople
    • Chonko, L. B., J. F. Tanner, and W. A. Weeks (1992), “Selling and Sales Management in Action: Reward Preferences of Salespeople,” Journal of Personal Selling & Sales Management, 12 (Summer), 67-75
    • (1992) Journal of Personal Selling & Sales Management , vol.12 , Issue.Summer , pp. 67-75
    • Chonko, L.B.1    Tanner, J.F.2    Weeks, W.A.3
  • 11
    • 0003321461 scopus 로고
    • Sales Incentive Expenditures Top $7.8 Billion Mark in 1988
    • (June)
    • Chrapek, D. (1989), “Sales Incentive Expenditures Top $7.8 Billion Mark in 1988,” Premium Incentive Business, (June), 3.
    • (1989) Premium Incentive Business , pp. 3
    • Chrapek, D.1
  • 12
    • 0002632758 scopus 로고
    • Personal Characteristics of Salespeople and the Attractiveness of Alternative Rewards
    • Churchill, G. A., Jr., N. M. Ford, and O. C. Walker, Jr. (1978), “Personal Characteristics of Salespeople and the Attractiveness of Alternative Rewards,” Journal of Business Research, 7, 25-50.
    • (1978) Journal of Business Research , vol.7 , pp. 25-50
    • Churchill, G.A.1    Ford, N.M.2    Walker, O.C.3
  • 15
    • 79959660050 scopus 로고
    • Most Plan to Boost Spending; Cash Tops the List
    • (April)
    • Couretas, J. (1985), “Most Plan to Boost Spending; Cash Tops the List,” Business Marketing, (April), 40-48.
    • (1985) Business Marketing , pp. 40-48
    • Couretas, J.1
  • 16
    • 0002133341 scopus 로고
    • A Behavior Theory Approach to the Relations Between Beliefs About an Object and the Attitude Toward the Object
    • M. Fishbein (ed.), New York: John Wiley & Sons
    • Fishbein, A. (1967), “A Behavior Theory Approach to the Relations Between Beliefs About an Object and the Attitude Toward the Object,” in M. Fishbein (ed.) Readings in Attitude Theory and Measurement, New York: John Wiley & Sons.
    • (1967) Readings in Attitude Theory and Measurement
    • Fishbein, A.1
  • 18
    • 0000274056 scopus 로고
    • Differences in the Attractiveness of Alternative Rewards Among Industrial Salespeople: Additional Evidence
    • Ford, N. M., G. A. Churchill, Jr., and O. C. Walker, Jr. (1985), “Differences in the Attractiveness of Alternative Rewards Among Industrial Salespeople: Additional Evidence,” Journal of Business Research, 13, 123-138.
    • (1985) Journal of Business Research , vol.13 , pp. 123-138
    • Ford, N.M.1    Churchill, G.A.2    Walker, O.C.3
  • 20
    • 0002898389 scopus 로고
    • A Role Making Model of Leadership in Formal Organizations: A Developmental Approach
    • James G. Hunt and Lars L. Larson, eds., Kent, OH: Kent State University Press
    • Graen, G. and J. F. Cashman (1975), “A Role Making Model of Leadership in Formal Organizations: A Developmental Approach,” in Leadership Frontiers, James G. Hunt and Lars L. Larson, eds., Kent, OH: Kent State University Press.
    • (1975) Leadership Frontiers
    • Graen, G.1    Cashman, J.F.2
  • 21
    • 1842511828 scopus 로고
    • Contests Have Side Effects Too
    • Hampton, D. R. (1970), “Contests Have Side Effects Too,” California Management Review, 12 (Summer), 86-94.
    • (1970) California Management Review , vol.12 , Issue.Summer , pp. 86-94
    • Hampton, D.R.1
  • 23
    • 1842459677 scopus 로고
    • Special Incentives For Salesmen
    • Haring, A., and R. H. Myers (1953), “Special Incentives For Salesmen,” Journal of Marketing, 18(October), 155-159.
    • (1953) Journal of Marketing , vol.18 , Issue.October , pp. 155-159
    • Haring, A.1    Myers, R.H.2
  • 24
    • 1842564274 scopus 로고
    • An Empirical Investigation of Salespeoples Behavior, Effort and Performance During Sales Contests
    • Texas A & M University
    • Hart, S. H. (1984), “An Empirical Investigation of Salespeople’s Behavior, Effort and Performance During Sales Contests,” Unpublished Doctoral Dissertation, Texas A & M University.
    • (1984) Unpublished Doctoral Dissertation
    • Hart, S.H.1
  • 25
    • 51249174714 scopus 로고
    • An Empirical Investigation of Salespeoples Performance, Effort and Selling Method During A Sales Contest
    • Hart, S. H., W. C. Moncrief, and A. Parasuraman (1989), “An Empirical Investigation of Salespeople’s Performance, Effort and Selling Method During A Sales Contest,” Journal of the Academy of Marketing Sciences, 17 (Winter), 2939.
    • (1989) Journal of the Academy of Marketing Sciences , vol.17 , Issue.Winter , pp. 2939
    • Hart, S.H.1    Moncrief, W.C.2    Parasuraman, A.3
  • 26
    • 84950629751 scopus 로고
    • Sales Force Motivation Using Travel Incentives: Some Empirical Evidence
    • Hasting, B., J. Kiely, and T. Watkins (1988), “Sales Force Motivation Using Travel Incentives: Some Empirical Evidence,” Journal of Personal Selling & Sales Management, 8 (August), 43-51.
    • (1988) Journal of Personal Selling & Sales Management , vol.8 , Issue.August , pp. 43-51
    • Hasting, B.1    Kiely, J.2    Watkins, T.3
  • 28
    • 0001175931 scopus 로고
    • Organizational Commitment and Marketing
    • Winter
    • Hunt, S. D., L. B. Chonko, and V. R. Wood (1985), “Organizational Commitment and Marketing,” Journal of Marketing (Winter), 112-126.
    • (1985) Journal of Marketing , pp. 112-126
    • Hunt, S.D.1    Chonko, L.B.2    Wood, V.R.3
  • 31
    • 0000376257 scopus 로고
    • An Empirical Analysis of Organizational Identification
    • Lee, A. M. (1971), “An Empirical Analysis of Organizational Identification,” Academy of Management Journal, 14, 482-519.
    • (1971) Academy of Management Journal , vol.14 , pp. 482-519
    • Lee, A.M.1
  • 33
    • 0000640468 scopus 로고
    • An Experimental Analysis of the Impact of Contingent Reinforcement on Salespersons Performance Behavior
    • Luthans, F., R. Paul, and D. Baker (1981), “An Experimental Analysis of the Impact of Contingent Reinforcement on Salespersons’ Performance Behavior,” Journal of Applied Psychology, 66, 314-323.
    • (1981) Journal of Applied Psychology , vol.66 , pp. 314-323
    • Luthans, F.1    Paul, R.2    Baker, D.3
  • 34
    • 0000750962 scopus 로고
    • The Impact of Contingent Reinforcement on Retail Salespersons Performance Behaviors: A Replicated Field Experiment
    • Luthans, F., R. Paul, and L. Taylor (1985), “The Impact of Contingent Reinforcement on Retail Salespersons’ Performance Behaviors: A Replicated Field Experiment,” Journal of Organizational Behavior Management, 7 (Spring/ Summer), 25-35.
    • (1985) Journal of Organizational Behavior Management , vol.7 , Issue.Spring/ Summer , pp. 25-35
    • Luthans, F.1    Paul, R.2    Taylor, L.3
  • 35
    • 85009645840 scopus 로고
    • Sales Contests as a Motivator of Persons with a High Need for Achievement
    • Henry W. Walsh and Donald P. Robin, Mississippi State University: Southern Marketing Association
    • McDaniel, Carl (1976), “Sales Contests as a Motivator of Persons with a High Need for Achievement,” in Proceedings, eds. Henry W. Walsh and Donald P. Robin, Mississippi State University: Southern Marketing Association, 135-136.
    • (1976) Proceedings , pp. 135-136
    • Mc Daniel, C.1
  • 37
    • 0007090021 scopus 로고    scopus 로고
    • Salespersons Perceptions About Sales Contests: Towards A Greater Understanding
    • Murphy, W. H. and R. S. Sohi (1996), “Salespersons’ Perceptions About Sales Contests: Towards A Greater Understanding,” European Journal of Marketing, 29 (13), 42-66.
    • (1996) European Journal of Marketing , vol.29 , Issue.13 , pp. 42-66
    • Murphy, W.H.1    Sohi, R.S.2
  • 38
    • 85009625713 scopus 로고
    • The New Sales Contest
    • November
    • Salerno, S. (1985), “The New Sales Contest,” Republic, (November), 60-62.
    • (1985) Republic , pp. 60-62
    • Salerno, S.1
  • 39
    • 0000543711 scopus 로고
    • Differentiating Organizational Commitment from Expectancy as a Motivating Force
    • Scholl, R. W. (1981), “Differentiating Organizational Commitment from Expectancy as a Motivating Force,” Academy of Management Review, 4, 589-599.
    • (1981) Academy of Management Review , vol.4 , pp. 589-599
    • Scholl, R.W.1
  • 40
    • 0000591376 scopus 로고
    • Ethical Decision-Making in Organizations: A Person-Situation Interactionist Model
    • Trevino, L. K. (1986), “Ethical Decision-Making in Organizations: A Person-Situation Interactionist Model,” Academy of Management Review, 11, 601-617.
    • (1986) Academy of Management Review , vol.11 , pp. 601-617
    • Trevino, L.K.1
  • 41
    • 85009586998 scopus 로고
    • Good Times or Bad, Motivators Rage On
    • Urbanski, A. (1984), “Good Times or Bad, Motivators Rage On,” Sales and Marketing Management, 132 (April), 80-86.
    • (1984) Sales and Marketing Management , vol.132 , Issue.April , pp. 80-86
    • Urbanski, A.1
  • 44
    • 0002829543 scopus 로고
    • Effectiveness in Sales Interactions: A Contingency Framework
    • Weitz, B. A. (1981), “Effectiveness in Sales Interactions: A Contingency Framework,” Journal of Marketing, 45 (Winter), 85-103.
    • (1981) Journal of Marketing , vol.45 , Issue.Winter , pp. 85-103
    • Weitz, B.A.1
  • 46
    • 38249037511 scopus 로고
    • Assessing the Impact of Sales-Force Contests: An Application
    • Wildt, A. R., J. D. Parker, and C. E. Harris, Jr., (1987), “Assessing the Impact of Sales-Force Contests: An Application,” Journal of Business Research, 15, 145-155.
    • (1987) Journal of Business Research , vol.15 , pp. 145-155
    • Wildt, A.R.1    Parker, J.D.2    Harris, C.E.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.