Sales Force Motivation: A Theoretical Analysis

A wide variety of incentives are being employed in the financial services industry. An examination of these practices in light of reinforcement theory suggests that while encouraging higher levels of performance, these incentives fail to sustain the high levels of desired performance. A computerized...

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Veröffentlicht in:	Human relations (New York) 1988-12, Vol.41 (12), p.901-913
Hauptverfasser:	Bushardt, Stephen C., Fowler, Aubrey R., Debnath, Sukumar
Format:	Artikel
Sprache:	eng
Schlagworte:	Behavior modification Commissions Computer based Contests Incentive plans Incentives Motivation Rewards Sales Salespeople Theory Video
Online-Zugang:	Volltext
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