References
- Churchill, Gilbert A., Neil M. Ford, and Orville C. Walker (1985), Sales Force Management, 2nd ed., Homewood, Illinois; Richard D. Irwin, Inc.
- “Facts ′86” (1986), Incentive Marketing, 162(December), pp. 23–40.
- Futrell, Charles M. (1981), Sales Management, Hinsdale, Illinois; The Dryden Press.
- Hampton, David R. (1970), “Contests Have Side Effects Too,” California Management Review, 12(Summer), pp. 86–94.
- Hart, Sandra H., William C. Moncrief, and A. Parsuraman (1988), “An Empirical Investigation of Salespeople's Behavior, Efforts, and Performance During Sales Contests,” Journal of the Academy of Marketing Sciences, (forthcoming).
- Klein, Heywood (1982), “Pitting Workers Against Each Other Often Backfires, Firms are Finding,” Wall Street Journal (July 15), pp. 27.
- “Sales Incentives $2,441,306,000” (1981), Incentive Marketing, 153(December), pp. 55–62.
- Urbanski, Al (1982), “Something for Everyone—and More of It,” Sales and Marketing Management, 128(April 5), pp. 72–82.
- Wildt, Albert R., James D. Parker, and Clyde E. Harris, Jr., (1980–1981), “Sales Contests: What We Know and What We Need to Know,” The Journal of Personal Selling and Sales Management, 1(Fall and Winter), pp. 57–64.
- Wotruba, Thomas R. and Donald J. Schoel (1983), “Evaluation of Salesforce Contest Performance,” The Journal of Personal Selling and Sales Management, 3(May), pp. 1–10.