Salesmen's Response to Financial Incentives: An Empirical Study
Open Access
- 1 November 1974
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 11 (4), 418-426
- https://doi.org/10.1177/002224377401100407
Abstract
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.Keywords
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