Thrill of victory and agony of defeat: Emotional rewards and sales force compensation

When sales territories are imbalanced, how do salespersons’ emotions-pride and disappointment in goal attainment-affect the choice between sales contests and sales quotas? First, profits in a quota system increase when pride in the weaker territory or disappointment in the stronger territory increas...

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Veröffentlicht in:	Quantitative marketing and economics 2013-12, Vol.11 (4), p.379-402
Hauptverfasser:	Yang, Ying, Syam, Niladri B., Hess, James D.
Format:	Artikel
Sprache:	eng
Schlagworte:	Business and Management Compensation Economic Theory/Quantitative Economics/Mathematical Methods Economics Emotions Finance Insurance Investigations Management Marketing Profits Quotas Sales quotas Sales territories Salespeople Statistics for Business
Online-Zugang:	Volltext
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