Works matching DE "SALES contests"

Results: 26

Sales Contests: A New Look at an Old Management Tool.

Published in:

Journal of Personal Selling & Sales Management, 1988, v. 8, n. 3, p. 55

By:

Moncrief, William C.;
Hart, Sandra H.;
Robertson, Daniel;
Kurtz, David L.

Publication type:

Article

Evaluation of Salesforce Contest Performance.

Published in:

Journal of Personal Selling & Sales Management, 1983, v. 3, n. 1, p. 1

By:

Wotruba, Thomas R.;
Schoel, Donald J.

Publication type:

Article

Sales Contest: What We Know and What We Need To Know.

Published in:

Journal of Personal Selling & Sales Management, 1980, v. 1, n. 1, p. 57

By:

Wildt, Albert R.;
Parker, James D.;
Harris Jr., Clyde E.

Publication type:

Article

ENHANCING SALES SKILLS AND CULTURAL AWARENESS: AN INTERNATIONAL COMPETITION APPROACH.

Published in:

Marketing Education Review, 1997, v. 7, n. 2, p. 67, doi. 10.1080/10528008.1997.11488594

By:

Weeks, William A.;
Filion, Marc;
Luna, Gilberto

Publication type:

Article

LA PERCEPTION DES CHALLENGES PAR LES COMMERCIAUX: UNE.ÉTUDE QUALITATIVE.

Published in:

Revue Française du Marketing, 2008, n. 217, p. 77

By:

POUJOL, Fanny

Publication type:

Article

Customer value impact of sales contests.

Published in:

Journal of the Academy of Marketing Science, 2010, v. 38, n. 6, p. 775, doi. 10.1007/s11747-010-0187-4

By:

Garrett, Jason;
Gopalakrishna, Srinath

Publication type:

Article

The Effects of Tangible Rewards versus Cash Rewards in Consecutive Sales Tournaments: A Field Experiment.

Published in:

Accounting Review, 2017, v. 92, n. 6, p. 165, doi. 10.2308/accr-51709

By:

Kelly, Khim;
Presslee, Adam;
Webb, R. Alan

Publication type:

Article

Designing Optimal Sales Contests: A Theoretical Perspective.

Published in:

Marketing Science, 2001, v. 20, n. 2, p. 170, doi. 10.1287/mksc.20.2.170.10193

By:

Kalra, Ajay;
Mengze Shi

Publication type:

Article

Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms.

Published in:

Journal of Marketing Research (JMR), 2025, v. 62, n. 3, p. 447, doi. 10.1177/00222437241307577

By:

Bommaraju, Raghu;
Arunachalam, S.;
Hohenberg, Sebastian

Publication type:

Article

Measuring Rank-Based Utility in Contests: The Effect of Disclosure Schemes.

Published in:

Journal of Marketing Research (JMR), 2019, v. 56, n. 6, p. 981, doi. 10.1177/0022243719853289

By:

Hossain, Tanjim;
Shi, Mengze;
Waiser, Robert

Publication type:

Article

How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis.

Published in:

Journal of Marketing Research (JMR), 2017, v. 54, n. 1, p. 44, doi. 10.1509/jmr.15.0201

By:

HUA CHEN;
NOAH LIM

Publication type:

Article

Designing Sales Contests: Does the Prize Structure Matter?

Published in:

Journal of Marketing Research (JMR), 2009, v. 46, n. 3, p. 356, doi. 10.1509/jmkr.46.3.356

By:

Lim, Noah;
Ahearne, Michael J;
Ham, Sung H

Publication type:

Article

An Empirical Investigation of Salespeople's Performance, Effort and Selling Method During A Sales Contest.

Published in:

Journal of the Academy of Marketing Science, 1989, v. 17, n. 1, p. 29, doi. 10.1007/BF02726351

By:

Hart, Sandra Hile;
Moncrief, William C.;
Parasuraman, A.

Publication type:

Article

The impact of sales contests on customer listening: an empirical study in a telesales context.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 3, p. 281, doi. 10.1080/08853134.2016.1186556

By:

Koehl, Maryse;
Poujol, Juliet F.;
Tanner, John F.

Publication type:

Article

THE IMPACT OF CONTESTS ON SALESPEOPLE'S CUSTOMER ORIENTATION: AN APPLICATION OF TOURNAMENT THEORY.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 1, p. 33, doi. 10.2753/PSS0885-3134300103

By:

Poujol, F. Juliet;
Tanner, Jr., John F.

Publication type:

Article

Sales Contests: A Research Agenda.

Published in:

Journal of Personal Selling & Sales Management, 1998, v. 18, n. 1, p. 1, doi. 10.1080/08853134.1998.10754116

By:

Murphy, William H.;
Dacin, Peter A.

Publication type:

Article

Salesmen Rate Job Content Over 'Stupid Contests'

Published in:: Management Review, 1972, v. 61, n. 3, p. 35
Publication type:: Article

SPECIAL INCENTIVES FOR SALESMAN.

Published in:

Journal of Marketing, 1953, v. 18, n. 2, p. 155, doi. 10.2307/1247979

By:

Haring, Albert;
Myers, Robert H.

Publication type:

Article

SUCCESSFUL SALES CONTESTS.

Published in:

1949

By:

Tousley, R. D.

Publication type:

Book Review

Why Restaurant Sales Contests Are Self-Defeating.

Published in:

Journal of Foodservice Business Research, 2006, v. 9, n. 2/3, p. 89, doi. 10.1300/J369v09n02_06

By:

Corsun, David L.;
McManus, Amy L.;
Kincaid, Clark

Publication type:

Article

Assessing sales contest effectiveness: the role of salesperson and sales district characteristics.

Published in:

Marketing Letters, 2016, v. 27, n. 3, p. 589, doi. 10.1007/s11002-014-9341-y

By:

Gopalakrishna, Srinath;
Garrett, Jason;
Mantrala, Murali;
Sridhar, Shrihari

Publication type:

Article

Sales contests versus quotas with imbalanced territories.

Published in:

Marketing Letters, 2013, v. 24, n. 3, p. 229, doi. 10.1007/s11002-012-9211-4

By:

Syam, Niladri;
Hess, James;
Yang, Ying

Publication type:

Article

'Best of the Best.'

Published in:

Baylor Business Review, 2000, v. 18, n. 2, p. 14

By:

Gurvis, Sandra

Publication type:

Article

The Academic 'World Series' of Professional Selling.

Published in:

Baylor Business Review, 1999, v. 17, n. 1, p. 21

By:

Loe, Dr. Terry

Publication type:

Article

CARACTÉRISTIQUES D'UN CHALLENGE DE VENTE ET ADHÉSION DES COMMERCIAUX : Quelques recommandations.

Published in:

Décisions Marketing, 2007, n. 47, p. 33, doi. 10.7193/dm.047.33.45

By:

Poujol, Fanny;
Fournier, Christophe

Publication type:

Article

Sales contests, promotion decisions and heterogeneous risk.

Published in:

Managerial & Decision Economics, 2008, v. 29, n. 4, p. 371, doi. 10.1002/mde.1412

By:

Bono, James W.

Publication type:

Article