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Research article

First published 2009-6

Designing Sales Contests: Does the Prize Structure Matter?

Noah Lim, Michael J. Ahearne, Sung H. Ham

Journal of Marketing Research

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Research article

First published 2016-6

Salespeople’s unethical behavior during a sales contest: The mediation effect of the perceived ethical climate of the game

Fanny-Juliet Poujol, Antoine Harfouche, Eric Pezet

Recherche et Applications en Marketing (English Edition)

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Other

First published 2004-04

Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces

William H. Murphy, Peter A. Dacin, Neil M. Ford

Journal of the Academy of Marketing Science

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Research article

First published 2025-6

Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms

Raghu Bommaraju, S. Arunachalam, Sebastian Hohenberg

Journal of Marketing Research

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Research article

First published 1989-01

An Empirical Investigation of Salespeople's Performance,Effort and Selling Method During A Sales Contest

Sandra Hile Hart, William C. Moncrief, A. Parasuraman

Journal of the Academy of Marketing Science

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Other

First published 2011-4

The Effect of Nonverbal Signals on Student Role-Play Evaluations

Harry A. Taute, Robert S. Heiser, David N. McArthur

Journal of Marketing Education

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Research article

First published 2017-2

How Does Team Composition Affect Effort in Contests? A Theoretical and Experimental Analysis

Hua Chen, Noah Lim

Journal of Marketing Research

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Book review

First published 1949-4

Book Review: Successful Sales Contests

R. D. Tousley

Journal of Marketing

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Research article

First published 2016-12

International Sales of U.K. Television Content

Jeanette Steemers

Television & New Media

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Research article

First published 2026

Sales Content Platforms and Opportunity Conversion

Nathaniel N Hartmann, Heiko Wieland, Nawar N Chaker [...]

Production and Operations Management

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