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Praise sales personnel for talent or effort? : person versus process-focused feedback, goal orientation and performance

Lin, Yu-Tse - In: The journal of business & industrial marketing 32 (2017) 8, pp. 1073-1086

Persistent link: https://www.econbiz.de/10011802597

The manager's guide to sales incentives

Bullus, Gerald E. - 1983

Persistent link: https://www.econbiz.de/10004780281

Performance driven outcomes : the case of frontline employees in the hospitality sector

Prentice, Catherine; Ma, Erdan; Wong, IpKin Anthony - In: Journal of hospitality marketing & management 28 (2019) 1, pp. 101-123

Persistent link: https://www.econbiz.de/10012176580

Revisiting the job performance-burnout relationship

Prentice, Catherine; Thaichon, Park - In: Journal of hospitality marketing & management 28 (2019) 7, pp. 807-832

Persistent link: https://www.econbiz.de/10012176694

A field study of the effect of motivation factors on performance of the salesperson

Eroğlu, Umut; Kiray, Ibrahim - In: Contemporary issues in business economics and finance, (pp. 135-150). 2020

Persistent link: https://www.econbiz.de/10012313181

Examining Salesperson Effort Allocation in Teams : A Randomized Field Experiment

Li, Jia; Lim, Noah - 2016

When salespeople who are heterogeneous in abilities are assigned into teams, how do they adjust effort as the abilities … of their coworkers change? Economic theory predicts that when salespeople compete with each other, the lower … reduces effort as the coworker’s ability decreases. When salespeople are compensated based on group revenues however, no …

Persistent link: https://www.econbiz.de/10014125222

Effect of Motivation on Job Satisfaction of Selected Sales Representatives

Ogunnaike, O.; Akinbola, Olufemi; Ojo, Olugbenga - 2017

Sales managers are concerned with motivation of individual salespersons as well as motivation of the entire sales force. A well motivated salesperson is expected to be satisfied with his or her job. Consequently, he or she is expected to render satisfying services to the customers. This study...

Persistent link: https://www.econbiz.de/10014119075

How customer requests influence frontline employee job outcomes : the role of personal appraisal tendencies and situational customer demandingness

Jung, Jin Ho; Brown, Tom; Zablah, Alex R. - In: Journal of retailing 98 (2022) 2, pp. 315-334

Persistent link: https://www.econbiz.de/10013364288

Should I stay or should I go? : the cascading impact of performance pressure on supervisor bottom-line mentality and salesperson hypervigilant decision making, emotional exhaustion...

Brown, Barron W.; Locander, Jennifer A.; Locander, … - In: Journal of business-to-business marketing 29 (2022) 3/4, pp. 353-368

Persistent link: https://www.econbiz.de/10013417391

Understanding how salesperson envy and emotional exhaustion lead to negative consequences : the role of motivation

Hancock, Tyler; Pullins, Ellen; Johnson, Catherine M.; … - In: Journal of business-to-business marketing 29 (2022) 3/4, pp. 369-386

Persistent link: https://www.econbiz.de/10013417394