Journal article
Thrill of victory and agony of defeat: Emotional rewards and sales force compensation
Quantitative marketing and economics, Vol.11(4), pp.379-402
12/01/2013
DOI: 10.1007/s11129-013-9138-y
Abstract
When sales territories are imbalanced, how do salespersons' emotions-pride and disappointment in goal attainment-affect the choice between sales contests and sales quotas? First, profits in a quota system increase when pride in the weaker territory or disappointment in the stronger territory increase. In a sales contest, by contrast, feelings of disappointment reduce profits regardless of territory characteristics. Second, a simultaneous strengthening of pride and disappointment enhances the advantage of quota over contest created by territory imbalance. However, the interpersonal nature of the contest, pitting a salesperson against a known rival, may generate stronger emotions than a quota-system, with its impersonal sales targets. So, third, a contest may overcome the profit advantages of the quota-system. Fourth, if pride and disappointment are strongly felt because of territory imbalance, handicapping either contest or quota is unprofitable, and moreover, if pride and disappointment are greater in interpersonal situations, handicapping may be more detrimental to a contest than to a sales quota-system.
Details
- Title: Subtitle
- Thrill of victory and agony of defeat: Emotional rewards and sales force compensation
- Creators
- Ying Yang - University of HoustonNiladri B. Syam - University of HoustonJames D. Hess - University of Houston
- Resource Type
- Journal article
- Publication Details
- Quantitative marketing and economics, Vol.11(4), pp.379-402
- Publisher
- Springer Nature
- DOI
- 10.1007/s11129-013-9138-y
- ISSN
- 1570-7156
- eISSN
- 1573-711X
- Number of pages
- 24
- Language
- English
- Date published
- 12/01/2013
- Academic Unit
- Marketing
- Record Identifier
- 9984380438402771
Metrics
4 Record Views