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Full-Text Articles in Business
Effects Of Top-Performer Rewards On Fellow Salespeople: A Double-Edged Sword, C. Fred Miao, Kenneth R. Evans, Pochien Li
Effects Of Top-Performer Rewards On Fellow Salespeople: A Double-Edged Sword, C. Fred Miao, Kenneth R. Evans, Pochien Li
Business Faculty Publications and Presentations
Rewarding top performers is of strategic importance to the sales organization. Top-performing salespeople not only contribute significantly to the success of their firm but may also motivate the skill development of peer salespeople. However, both academic research and anecdotal evidence suggest that top performer rewards can boomerang by damaging peer salespeople's morale and productivity, although the underlying mechanisms and boundary conditions remain unclear. Using a sample of salespeople and their managers from financial investment firms in Taiwan, the authors uncover both positive and negative effects of top-performer rewards. Specifically, it is found that when behavior control is employed, top-performer rewards …
A Simulation For Managing Complexity In Sales And Operations Planning Decisions, Scott Duhadway, David Dreyfus
A Simulation For Managing Complexity In Sales And Operations Planning Decisions, Scott Duhadway, David Dreyfus
Business Faculty Publications and Presentations
Within the classroom it is often difficult to convey the complexities and intricacies that go into making sales and operations planning decisions. This article describes an in‐class simulation that allows students to gain hands‐on experience with the complexities in making forecasting, inventory, and supplier selection decisions as part of the sales and operations planning process. The activity may be run during one class period and is flexible enough to accommodate almost any class size. During the simulation, students may apply forecasting techniques, inventory management concepts, and supplier selection processes, while experiencing the effects of supply chain disruptions. This simulation is …
Effects Of Work-Family Interface Conflicts On Salesperson Behaviors: A Double-Edged Sword, C. Fred Miao, Guangping Wang
Effects Of Work-Family Interface Conflicts On Salesperson Behaviors: A Double-Edged Sword, C. Fred Miao, Guangping Wang
Business Faculty Publications and Presentations
Work–family interface conflicts have typically been cast in a negative light due to their detrimental consequences. This study offers new insights by uncovering conditions under which such conflicts may produce both positive and negative effects on salesperson job-related behaviors in the context of B2B sales. Drawing on cognitive appraisal theory as an overarching theoretical framework, the authors suggest that informal controls (i.e., professional control and self-control) have differential moderating effects in salespeople’s primary and secondary appraisal processes when faced with work–family conflict and family–work conflict. Dyadic data from a matched salesperson–customer sample reveals that professional control amplifies, whereas self-control mitigates, …