In the past few years, organizations have spent millions of dollars adopting salesforce automation (SFA) systems, and this trend continues to grow. Despite its significance, very little academic research has been devoted to understanding the factors that can influence the adoption and...

Purpose – The purpose of this paper is to introduce a multidimensional work preference research instrument, and to relate scores on these dimensions with subjects' real world work choices. Design/methodology/approach – Repeated samples of 1,002 and 975 adult subjects were used to identify 17...

Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople′s feelings towards a sales contest? Several potentially relevant characteristics that...