Designing Optimal Sales Contests: A Theoretical Perspective

By Ajay Kalra, M. Shi. 2001

208 citations recorded by the source corpus.

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A survey of experimental research on contests, all-pay auctions and tournaments (2014, background): “Consistent with the theoretical predictions of Kalra and Shi (2001), the authors find that the five-prize contest elicits higher performance (average sales) than the equivalent single-prize contest.”
Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction (2005, methodology): “Both goal orientation measures were adapted from Kohli et al. (1998). Performance orientation was assessed via a 6-item measure (M = 5.”
Innovation Contests, Open Innovation, and Multiagent Problem Solving (2008, background): “This research has a long tradition in Economics and has recently seen a number of applications in Operations Management (e.g., Deng and Elmaghraby 2005) and Marketing, especially in the salesforce domain (e.g., Kalra and Shi 2001, Chen and Xiao 2005).”
Minding the Gap (2016, background): “Studies show that increasing sales tournament prize money dispersion is highly effective in improving sales peoples’ motivation and, thus, yields greater short-term performance (Garrett & Gopalakrishna, 2010; Kalra & Shi, 2001; Poujol & Tanner, 2009).”