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

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

doi:10.1007/BF02726351

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 journal › Article › peer-review

28 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 language	English (US)
Pages (from-to)	29-39
Number of pages	11
Journal	Journal of the Academy of Marketing Science
Volume	17
Issue number	1
DOIs	https://doi.org/10.1007/BF02726351
State	Published - Dec 1 1989
Externally published	Yes

ASJC Scopus subject areas

Business and International Management
Economics and Econometrics
Marketing

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