Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective |
| |
| Authors: | Richard F. Beltramini Kenneth R. Evans |
| |
| Affiliation: | 1. Richard F. Beltramini, Associate Professor of Marketing and Advertising at Arizona State University, received his Ph.D. from The University of Texas at Austin in 1980 after working as a Marketing Communications Program Manager for Texas Instruments, Inc., and as a Product Marketing Manager for the Drawing Board, Inc., both in Dallas, Texas. His current research focuses on the measurement and presentation of marketing communications information, and his work has appeared in the Journal of Advertising, Journal of Advertising Research, Journal of Consumer Research, Journal of Marketing, and other journals and proceedings.;2. Kenneth R. Evans (D.B.A., University of Colorado) is an Associate Professor of marketing at Arizona State University. His current research interests include service marketing, marketing and sales cost control, and sales/marketing information systems. He has published in a variety of marketing journals and has presented a number of papers at professional meetings. |
| |
| Abstract: | Salespeople's perceptions of a program of sales contests offered by several organizations over time are empirically assessed, and related to both sales performance and job satisfaction. The results suggest variability in attitudes toward contest benefits, goals, rewards, budget, themes, timing and frequency, and outcomes. Conclusions and managerial implications are discussed. The authors gratefully acknowledge the support of the Direct Selling Education Foundation in this project. Special thanks to Marlene Futterman. |
| |
| Keywords: | |
|
|
