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Salespersons’ perceptions about sales contests: Towards a greater understanding

William H. Murphy (Department of Marketing and International Business, The University of Auckland, Auckland, New Zealand)
Ravipreet S. Sohi (College of Business Administration, University of Nebraska, Lincoln, Nebraska, USA)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 December 1995



Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople′s feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypotheses, data were collected through verbal protocols and surveys from salespeople belonging to a division of a Fortune 100 firm. Results indicate that salespeople′s self‐esteem, commitment level, and career stage play a role in influencing feelings towards the sales contest.



Murphy, W.H. and Sohi, R.S. (1995), "Salespersons’ perceptions about sales contests: Towards a greater understanding", European Journal of Marketing, Vol. 29 No. 13, pp. 42-66.




Copyright © 1995, MCB UP Limited

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