Yang, Ying; Syam, Niladri; Hess, James - In: Quantitative Marketing and Economics 11 (2013) 4, pp. 379-402
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...