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- Publisher
- Taylor & Francis
- Copyright
- © 2005 PSE National Educational Foundation. All rights reserved
- ISSN
- 1557-7813
- eISSN
- 0885-3134
- DOI
- 10.1080/08853134.2005.10749056
- Publisher site
- See Article on Publisher Site
Abstract
The authors discuss the need to adapt research in three substantively related but paradigmatically diverse research domains (salesperson motivation, control systems, and compensation) in light of the evolving selling environment. A key objective is to suggest the desirability of integrating these literatures, which, ultimately, all seek to inform management regarding how salespeople and sales organizations can be encouraged to become more productive. The authors maintain that specification of the right goals and metrics constitutes a fundamental common denominator across the three literatures.
Journal
Journal of Personal Selling & Sales Management – Taylor & Francis
Published: Mar 1, 2005