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Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 1
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Original Articles

Evaluation of Salesforce Contest Performance

Thomas R. Wotruba Thomas R. Wotruba (Ph.D., University of Wisconsin) is currently Professor of Marketing at San Diego State University. He has served as a sales management and marketing management consultant to many organizations and is a principal in the consulting firm, Marketing Intelligence Associates. He has authored and coauthored textbooks, the most recent of which are Sales Management (Scott, Foresman, 1981) and Marketing Management (Business Publications, Inc., 1983), and has published in Journal of Marketing, Journal of Marketing Research, Industrial Marketing Management, European Journal of Marketing, and numerous other academic and trade publications. He is the Book Review Editor of JPSSM.
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Donald J. Schoel Donald J. Schoel (M.B.A., San Diego State University) is currently Zone Manager, Dallas District Sales Office, Ford Division, Ford Motor Company. His undergraduate degree in psychology was obtained at Wayne State University. This article is based on data collected for his Master's Thesis.
Pages 1-10 | Published online: 24 Oct 2013

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DavidL. Corsun, AmyL. McManus & Clark Kincaid. (2006) Why Restaurant Sales Contests Are Self-Defeating. Journal of Foodservice Business Research 9:2-3, pages 89-109.
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William H. Murphy & Peter A. Dacin. (1998) Sales Contests: A Research Agenda. Journal of Personal Selling & Sales Management 18:1, pages 1-16.
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William C. Moncrief, Sandra H. Hart & Daniel Robertson. (1988) Selling & Sales Management in Action: Sales Contests: A New Look at an Old Management Tool. Journal of Personal Selling & Sales Management 8:3, pages 55-61.
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William C. Moncrief, Charles W. Lamb$suffix/text()$suffix/text() & Terry Dielman. (1986) Developing Telemarketing Support Systems. Journal of Personal Selling & Sales Management 6:2, pages 43-49.
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