North American Business Press
American Journal of Mangement
This paper focuses on the role that envy can play in driving sales force behavior in competitions. Envy, an unpleasant emotion that occurs when a person covets something that another has, can be used as a motivating tool to push lower-ranked salespeople to better compete with high achievers. Following a review of envy and sales contest effectiveness, potential strategies are provided for implementing benign envy while avoiding the potential negative consequences of envy. Sales managers must be careful to ensure that envy is induced properly to engage the employees while not negatively affecting the long-term health of the sales force.
Milovic, Alexander and Dingus, Rebecca, "Everyone Loves a Winner…Or Do They? Introducing Envy into a Sales Contest to Increase Salesperson Motivation" (2014). Marketing Faculty Research and Publications. 266.
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