Document Type

Article

Language

eng

Publication Date

11-2014

Publisher

North American Business Press

Source Publication

American Journal of Mangement

Source ISSN

2165-7998

Abstract

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.

Comments

Published version. American Journal of Management, Vol. 14, No. 4 (November 2014): 27-32. Publisher link. © 2014 North American Business Press. Used with permission.

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