Firms use sales contests to motivate salespeople; however, knowledge of their impact on salespeople is scarce. Acceptance of the contest, according to goal-setting theory, is essential for a contest to motivate salespeople (Hile-Hart et al., 1989). Yet attitude toward (or preference for) the...

Email campaign effectiveness is a real challenge for the web industry. According to the literature, privacy concerns, trust and attitude toward a company web site influence consumers' intentions to return to a web site (Chelappa and Pavlou, 2002; Belanger et al., 2002; Eastlick et al., 2006). The...

Previous research indicates that trade shows are an increasingly important venue for small business to find prospects and close sales. In this study, a sample of 766 U.S. companies with annual revenue under $50 million were surveyed. The questionnaire was developed on the basis of focus group...