دانلود رایگان مقاله لاتین رهبری رقابت فروش از سایت الزویر
عنوان فارسی مقاله:
نقش وضعیت و سبک رهبری در رقابت های فروش: آزمایش زمینه طبیعی
عنوان انگلیسی مقاله:
The role of status and leadership style in sales contests: A natural field experiment
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
3. The retail context: store teams and store managers
We studied the effects of retail sales contests in a context where employees work together in stores grouped in pools of five employees to battle out the competition. The store managers share the tournament prize with their teams. The focus of this study is thus on sales contests between sales teams rather than between individual salespeople. Even though some studies have investigated the effects of group incentives in a sales setting (e.g., Lim & Chen, 2014), a group perspective has been largely neglected in the literature on sales contests (for an exception see Poujol & Tanner, 2010, who have investigated the impact of team versus individual competition in a scenario experiment). The tournament theory and status theory described above on the individual level is now applied to the team level. 3.1. Tournament theory in a team setting Literature on team work indicates that team-based rewards in general have a large effect on the motivation and performance of team members (e.g., Chen & Kanfer, 2006, De Matteo et al., 1998). Chen and Kanfer (2006) propose a multi-level model of work motivation in which they argue that ambient stimuli (i.e., stimuli that pervade the team as a whole such as team-based rewards) affect team-level actions and reactions. Team-based rewards influence motivation and effort either directly on the team level (e.g., by encouraging within-team cooperation) or indirectly via the individual level by encouraging greater effort on the part of each individual team member (e.g., Shamir, 1990). De Matteo et al. (1998) further argue that team-based rewards may also foster a focus on one's team performance thus creating pressure on team members to perform better. Also, Poujol and Tanner (2010) note that a sales contest using a group format is able to reduce the negative effects of individual format contests on customer orientation and ‘hard selling’ behaviors.
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کلمات کلیدی:
The role of status and leadership style in sales contests: A ... - DeepDyve https://www.deepdyve.com/.../the-role-of-status-and-leadership-style-in-sales-contests-... Read "The role of status and leadership style in sales contests: A natural field experiment, Journal of Business Research" on DeepDyve, the largest online rental ... Designing Sales Contests: Does the Prize Structure Matter? | Journal ... journals.ama.org/doi/abs/10.1509/jmkr.46.3.356?mobileUi=0 Keywords: sales contests, sales management, experimental economics, field ... (2016) The role of status and leadership style in sales contests: A natural field ... Sales Management: Analysis and Decision Making https://books.google.com/books?isbn=1317460286 Thomas N Ingram, Raymond W. LaForge, Charles H. Schwepker - 2015 - Business & Economics Sales Leadership, Management, and Supervision Sales Leadership: EDS and HP ... Contemporary Views of Sales Leadership Leadership Style Leader-Member ... Salesforce Reward Systems Sales Contests Equal Pay Team Compensation ... Sales and Distribution Management: Text and Cases https://books.google.com/books?isbn=0070611904 Krishna K Havaldar Vasant M Cavale - 2006 - Physical distribution of goods Sales contests are (a) long-term, (b) medium-term, or (c) short-term incentive ... Which of the following leadership style would you recommend to sales managers ... one of the existing salespersons for the position of branch sales manager for a ... The High-Impact Sales Manager: A No-Nonsense, Practical Guide to ... https://books.google.com/books?isbn=0997464011 Norman Behar, David Jacoby, Ray Makela - 2016 - Business & Economics Although each sales leadership style is distinct, you will find that many ... in the early stages of a sales contest when their expectations of winning are high. Sales Contests & Gamification: Quick Blip or Lasting Impact? https://leveleleven.com/2011/.../sales-contests-gamification-quick-blip-or-lasting-impa... Dec 2, 2011 - A highly effective way to provide that nudge is to run a sales contest or use gamification principles that offer a reward, incentive, leaderboards, and status updates. ... Writing brief call reports had never been asked of the sales team before, but the leadership team felt was ... Motivating a New Sales Approach.
