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Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms
16 references·10 citing·47 second hop
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this work references cited by second hop

References

  • 1991A Theory of Goal Setting and Task Performance4,840 cited
  • 1981Rank-Order Tournaments as Optimum Labor Contracts4,568 cited
  • 2011Specification, evaluation, and interpretation of structural equation models3,734 cited
  • 2007Do Women Shy Away From Competition? Do Men Compete Too Much?3,185 cited
  • 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
  • 2003Negative self-efficacy and goal effects revisited.2,806 cited
  • 2011Social-Psychological Interventions in Education1,343 cited
  • 2013New Developments in Goal Setting and Task Performance1,234 cited
  • 2011Reference Points and Effort Provision848 cited
  • 1988The Determinants of Goal Commitment844 cited
  • 2016Creating Enduring Customer Value827 cited
  • 2008Management Control Systems: Performance Measurement, Evaluation and Incentives791 cited
  • 1987Goal commitment and the goal-setting process: Problems, prospects, and proposals for future research.610 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1999Goal commitment and the goal-setting process: Conceptual clarification and empirical synthesis.573 cited

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  • 2012Motivating salespeople: what really works.547 cited
  • Cited by

    • 2019Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships37 cited
    • 2020Understanding and motivating salesperson resilience35 cited
    • 2021Self-oriented competitiveness in salespeople: sales management implications30 cited
    • 2022Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance30 cited
    • 2019Managing Laggards: The Importance of a Deep Sales Bench26 cited
    • 2019Enhancing innovation commercialization through supervisor–sales rep fit24 cited
    • 2022The impact of social capital and transaction efficacy on salesperson performance23 cited
    • 2022Examining post-purchase consumer responses to product automation21 cited
    • 2024Creating tension in sales research13 cited
    • 2021Better support for supportive jobs. How to improve brand performance through better compensation and training for in-store merchandisers10 cited