An empirical investigation of salespeople’s performance, effort and selling method during a sales contest
Sandra Hile Hart, William C. Moncrief, A. Parasuraman
Journal of the Academy of Marketing Science · 1989 · Volume 17 · Issue 1
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.
Keywords
Goal Setting, Customer Orientation, Achievement Motivation, Sales Management, Sales Representative
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