Sales contest effectiveness: an examination of sales contest design preferences of field sales forces

Article Abstract:

Sales contests, a widely used form of sales force special incentives, motivates salespeople to pursue certain goals, but there exists a knowledge gap in understanding the sales contest design preferences. The potential of expectancy theory can be used for deriving an understanding of sales contest design preferences and motivation for the sales managers who are planning to design effective contests.

Sales personnel, Salespeople, Contests

---

Identity, intended image, construed image, and reputation: An interdisciplinary framework and suggested terminology

Article Abstract:

Identity, intended image, construed image, and reputation are proposed as four central view points and labels to represent an organization. An interdisciplinary framework and suggested terminology of an organization is detailed.

Company Identity PR, Corporate image, Organizational behavior, Organizational behaviour

---

Creating market anticipation: an exploratory examination of the effect of preannouncement behaviour on a new product's launch

Article Abstract:

Effectiveness of product preannouncements, as a marketing communication, in creating a positive response in buyers, investors, suppliers etc., is analyzed.

United States, New products, Product introduction, New technique

Similar abstracts:

• Abstracts: Value creation in acquisitions: a re-examination of performance issues. part 2 Sources of value creation in acquisitions: an empirical investigation
• Abstracts: Assessing contact personnel/customer interaction in a small town: differences between large and small retail districts
• Abstracts: Intended and unintended termination of international joint ventures. Effect of equity ownership on the survival of international joint ventures
• Abstracts: Juan Gatti. Alert in Seattle: a new competition challenges designers to use recycled materials
• Abstracts: Determination of the normal horizontal working area: a new model and method

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.