Sales contests: a research agenda

Article Abstract:

In this manuscript, we review the current state of knowledge for sales contests and then posit a model of sales contest response that suggests directions for needed research. Based on this model, we develop research propositions that will provide further understanding about how to make more effective use of this special incentive tool. Specifically, we encourage research that (1) builds an understanding of effective sales contest design(s) under different contexts, (2) examines the effects of attitude toward sales contests and subjective norms on intentions to pursue contest goals, and (3) examines the means by which salespeople pursue contest goals. We also encourage research that examines the effects of interim contest feedback and promotion on important constructs such as the salesperson's expectancy, instrumentality and valence for the sales contest. (Reprinted by permission of the publisher.)

Research, Methods, Employee motivation, Competitions, Selling, Contests

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Models of leadership for sales management

Article Abstract:

Numerous explanations for understanding the nature of leadership are available in the literature. A common feature of these views is that each one is based implicitly on a particular level of analysis (e.g., group, dyad, or individual). The purpose here is to explicate these views using multiple levels of analysis, thereby introducing various models of leadership for sales management. Implications of these approaches for theory development and testing as well as sales management practice are discussed. (Reprinted by permission of the publisher.)

Models, Leadership

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A social responsibility framework to guide sales management

Article Abstract:

An interactive framework of the concepts which underlie social responsibility is developed using three components: motivation, ideology and philosophy of behavior. The individual components and the interaction process are illustrated for sales management practitioners and academic researchers, detailing the distinction between social responsibility as a process, and as a perception. Recommendations are offered for management use of the framework, and for further academic research. (Reprinted by permission of the publisher.)

Analysis, Ethical aspects, Business ethics, Sales personnel, Salespeople

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