The impact of sales quotas on moral judgment in the financial services industry

Article Abstract:

Sales quotas do predicate some kinds of selling behavior yet to what extent they influence other critical selling behaviors such as ethical conduct is less clear. A study was conducted to further the understanding of the proposed relationships between moral judgement and reward systems by investigating sales quotas. Specifically, it studied the relationship between moral judgement and perceived quota difficulty by sales personnel. One of the findings suggests that financial services salespeople will not necessarily make unethical decisions if given difficult quotas.

Sales Compensation, Sales Force Training & Management, Research, Ethical aspects, Business ethics, Selling, Sales personnel, Salespeople, Sales, Compensation (Business), Judgment (Ethics)

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The impact of mode of operation on sales performance in international services

Article Abstract:

Mode of operations in business organizations and its influence on the company's international sales performance is examined, and the importance of managerial control in integrating operations-sales performance is evaluated.

Methods, Analysis, Marketing, Marketing models, International marketing

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Developing successful technology-based services: the issue of identifying and involving innovative users

Article Abstract:

Importance of customers preferences and steps employed by technology-based service organizations to identify them is discussed.

Marketing procedures, Sweden, Computer and Data Processing Services, Computer services industry, Information technology services industry, Consumer preferences, Customer relations

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