Different behavioral patterns are hypothesized to explain salesmen's responses to financial incentives in terms of their sales and earnings. In this case study, the proposition that salesmen work just enough to attain what they consider an acceptable level of income best explains the data.
Get full access to this article
View all access options for this article.
References
1.
AdamsJ. S.“Toward an Understanding of Inequity,”Journal of Abnormal and Social Psychology, 67(November 1963), 422–36.
2.
AtkinsonJohn W., and LitwinGeorge H.“Achievement Motive and Test Anxiety Conceived as Motive to Approach Success and Motive to Avoid Failure,”Journal of Abnormal Sociology and Psychology, 60(August 1960), 52–63.
3.
BoniniD. P.Simulation of Information and Decision Systems in the Firm.Englewood Cliffs, N.J.: Prentice-Hall,1963.
4.
DarmonRené Y.“Alternative Models of Salesmen's Response to Financial Incentives,” unpublished doctoral dissertation, University of Pennsylvania, 1973.
5.
FarleyJohn U.“Optimal Plan for Salesmen's Compensation,”Journal of Marketing Research, 1(May 1964), 39–43.
6.
GoodmanCharles S.Management of the Personal Selling Function.New York: Holt, Rinehart and Winston,1971.
7.
KotierPhilip. Marketing Decision Making: A Model Building Approach.New York: Holt, Rinehart and Winston,1971.
8.
LancasterKelvin. Introduction to Modern Microeconomics.Chicago: Rand McNally,1969.
9.
LewinKurt. A Dynamic Theory of Personality: Selected Papers.New York: McGraw-Hill,1935.
10.
LockeE. A.“Motivational Effects of Knowledge of Results: Knowledge or Goal Setting?”Journal of Applied Psychology, 51(August 1967), 324–429.
11.
LockeE. A., and BryanJ. F.“Grade Goals As Determinants of Academic Achievement,”Journal of General Psychology, 79(October 1968), 219–28.
12.
MaceC. A.Incentives: Some Experimental Studies.London: Industrial Health Research Board (G. B.), Report 72, 1935.
13.
McClellandDavid C.“Money as a Motivator: Some Research Insight,”The McKinsey Quarterly, (Fall 1967), 10–21.
14.
McGregorDouglas. The Human Side of Enterprise.New York: McGraw-Hill,1960.
15.
MayerDavid, and GreenbergHerbert M.“What Makes a Good Salesman,”Harvard Business Review, (July-August 1964), 119–25.
16.
MontgomeryDavid B., SilkAlvin L., and ZaragozaCarlos E.“A Multiple Product Sales Force Allocation Model,”Management Science, 18(December 1971), 3–24.
17.
OpsahlRobert L., and DunnetteMarvin D.“The Role of Financial Compensation in Industrial Motivation,”Psychological Bulletin, 66(July 1966), 94–118.
18.
SmythRichard O.“Financial Incentives for Salesmen,”Harvard Business Review, 46(January-February 1968), 109–17.
19.
StillRichard R., and CundiffEdward W.Sales Management: Decisions, Policies and Cases, second edition. Englewood Cliffs, N.J.: Prentice-Hall,1969.
20.
TateMerle W., and ClellandRichard C.Nonparametric and Shortcut Statistics.Danville, Ill.: Interstate Printers,1957.
21.
WhyteW. F.Money and Motivation.New York: Harper,1955.
22.
WinerLeon. “The Effect of Product Sales Quotas on Sales Force Productivity,”Journal of Marketing Research, 10(May 1973), 180–3.
