Salesmen's Response to Financial Incentives: An Empirical Study

René Yves Darmon

47 citations0/0 files storedJournal of Marketing Research

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Employee Performance and Motivation Accounting and Organizational Management Management Theory and Practice

Abstract

Different behavioral patterns are hypothesized to explain salesmen's responses to financial incentives in terms of their sales and earnings. In this case study, the proposition that salesmen work just enough to attain what they consider an acceptable level of income best explains the data.

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1963Towards an understanding of inequity.2008A Dynamic Theory of Personality - Selected Papers 1971Marketing Decision Making: A Model Building Approach 1960Achievement motive and test anxiety conceived as motive to approach success and motive to avoid failure.1966Role of financial compensation in industrial motivation.1964Simulation of Information and Decision Systems in the Firm 1967Motivational effects of knowledge of results: Knowledge or goal setting?1935Incentives: some experimental studies.

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