An empirical investigation of salespeople's performance, effort and selling method during a sales contest

Sandra Hile Hart, William C. Moncrief, A. Parasuraman

Research output: Contribution to journalArticle

27 Scopus citations

Abstract

This article examines goal theory in conjunction with sales contests. Specifically, the study examines goal difficulty, goal clarity, and goal acceptance and their association with performance, effort and selling method. The results of the study are based on a sales contest of a Fortune 500 industrial sales organization. A theoretical base for goal theory is reviewed. Results indicate that difficult goals and increased acceptance of goals are important attributes in a sales contest. Other results are presented and managerial implications are discussed.

Original languageEnglish (US)
Pages (from-to)29-39
Number of pages11
JournalJournal of the Academy of Marketing Science
Volume17
Issue number1
DOIs
StatePublished - Dec 1 1989
Externally publishedYes

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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