{"id":"https://openalex.org/W2188751101","doi":null,"title":"Effectively Utilizing Peer Competition to Motivate Sales Performance","display_name":"Effectively Utilizing Peer Competition to Motivate Sales Performance","publication_year":2010,"publication_date":"2010-01-01","ids":{"openalex":"https://openalex.org/W2188751101","mag":"2188751101"},"language":"en","primary_location":{"id":"mag:2188751101","doi":null,"is_oa":false,"landing_page_url":"https://www.bauer.uh.edu/doctoral/marketing/documents/Dissertation-Proposal-William-Zahn.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5077102184","display_name":"William J. Zahn","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"William J. Zahn","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":null,"display_name":"Steven P. Brown","orcid":"https://orcid.org/0000-0003-2069-8496","observed_orcids":["https://orcid.org/0000-0003-2069-8496"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Steven P. Brown","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0003-2069-8496","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9814000129699707,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9814000129699707,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14309","display_name":"Employee Performance and Management","score":0.005100000184029341,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.003700000001117587,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/peer-competition","display_name":"peer competition","score":0.7760000228881836},{"id":"https://openalex.org/keywords/sales-performance","display_name":"sales performance","score":0.6940000057220459},{"id":"https://openalex.org/keywords/salesperson-motivation","display_name":"salesperson motivation","score":0.7400000095367432},{"id":"https://openalex.org/keywords/threat-perception","display_name":"threat perception","score":0.4699999988079071},{"id":"https://openalex.org/keywords/perceived-challenge","display_name":"perceived challenge","score":0.9580000042915344},{"id":"https://openalex.org/keywords/customer-oriented-behavior","display_name":"customer-oriented behavior","score":0.7919999957084656}],"concepts":[{"id":"https://openalex.org/C91306197","wikidata":"https://www.wikidata.org/wiki/Q45767","display_name":"Competition (biology)","level":2,"score":0.8234032988548279},{"id":"https://openalex.org/C2778023277","wikidata":"https://www.wikidata.org/wiki/Q321703","display_name":"Premise","level":2,"score":0.7502889633178711},{"id":"https://openalex.org/C2781424646","wikidata":"https://www.wikidata.org/wiki/Q7395200","display_name":"SWORD","level":2,"score":0.6522355675697327},{"id":"https://openalex.org/C2777267654","wikidata":"https://www.wikidata.org/wiki/Q3519023","display_name":"Test (biology)","level":2,"score":0.5795581936836243},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5189782977104187},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4954005479812622},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3842133581638336},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3623136878013611},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.16843533515930176},{"id":"https://openalex.org/C151730666","wikidata":"https://www.wikidata.org/wiki/Q7205","display_name":"Paleontology","level":1,"score":0.0},{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C18903297","wikidata":"https://www.wikidata.org/wiki/Q7150","display_name":"Ecology","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:2188751101","doi":null,"is_oa":false,"landing_page_url":"https://www.bauer.uh.edu/doctoral/marketing/documents/Dissertation-Proposal-William-Zahn.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":61,"referenced_works":["https://openalex.org/W219873360","https://openalex.org/W642923558","https://openalex.org/W1530155851","https://openalex.org/W1535850357","https://openalex.org/W1562208008","https://openalex.org/W1580059905","https://openalex.org/W1690751211","https://openalex.org/W1966518808","https://openalex.org/W1967015103","https://openalex.org/W1973744916","https://openalex.org/W1982124949","https://openalex.org/W1982210139","https://openalex.org/W1984186949","https://openalex.org/W1986685492","https://openalex.org/W1991623719","https://openalex.org/W1996086959","https://openalex.org/W2001295907","https://openalex.org/W2006590931","https://openalex.org/W2007445014","https://openalex.org/W2009527024","https://openalex.org/W2013419753","https://openalex.org/W2014878959","https://openalex.org/W2019153062","https://openalex.org/W2020046399","https://openalex.org/W2020523324","https://openalex.org/W2025409117","https://openalex.org/W2026509473","https://openalex.org/W2031254750","https://openalex.org/W2035717206","https://openalex.org/W2036634567","https://openalex.org/W2045693211","https://openalex.org/W2045780317","https://openalex.org/W2048226819","https://openalex.org/W2055544567","https://openalex.org/W2075693168","https://openalex.org/W2083597546","https://openalex.org/W2086860301","https://openalex.org/W2089710676","https://openalex.org/W2090242685","https://openalex.org/W2104137142","https://openalex.org/W2106978361","https://openalex.org/W2115610917","https://openalex.org/W2116499760","https://openalex.org/W2117168813","https://openalex.org/W2117388849","https://openalex.org/W2122581859","https://openalex.org/W2122955616","https://openalex.org/W2126871138","https://openalex.org/W2134049139","https://openalex.org/W2138044711","https://openalex.org/W2140205964","https://openalex.org/W2149230285","https://openalex.org/W2149866950","https://openalex.org/W2149961401","https://openalex.org/W2150942649","https://openalex.org/W2158532959","https://openalex.org/W2161088268","https://openalex.org/W2165955905","https://openalex.org/W2174445124","https://openalex.org/W2994172176","https://openalex.org/W4247232386"],"related_works":["https://openalex.org/W4414759788","https://openalex.org/W7167309600","https://openalex.org/W2837555991","https://openalex.org/W4383499181","https://openalex.org/W2048539586","https://openalex.org/W2021000426","https://openalex.org/W2020439200","https://openalex.org/W619170585","https://openalex.org/W3195279998","https://openalex.org/W2328069565"],"abstract_inverted_index":{"Stimulating":[0],"competition":[1,49,70,89,142,172],"among":[2],"salespeople":[3],"is":[4,50,90],"a":[5,100,109,124,164,174],"key":[6],"tool":[7],"sales":[8,165],"managers":[9],"use":[10],"to":[11,33,77,92,156,167],"motivate":[12],"effort":[13,72],"and":[14,28,65,73],"performance.":[15,74],"Despite":[16],"its":[17,31],"widespread":[18],"usage,":[19],"experts":[20],"differ":[21],"in":[22,173],"their":[23],"opinions":[24],"on":[25,134],"intraorganizational":[26],"competition,":[27,43,82],"research":[29,150],"shows":[30],"effects":[32,133,170],"be":[34,93,114],"mixed.":[35],"Whereas":[36],"some":[37,104],"extol":[38],"the":[39,63,86,130,158,161,169],"motivational":[40],"benefits":[41,106],"of":[42,80,123,163,171],"others":[44],"argue":[45],"that":[46,88,112,152],"fostering":[47],"intramural":[48],"seldom,":[51],"if":[52],"ever,":[53],"beneficial":[54,96],"for":[55,129],"either":[56],"organizations":[57],"or":[58,146],"individuals.":[59],"This":[60],"study":[61,126],"explores":[62],"psychological":[64],"behavioral":[66],"paths":[67],"through":[68],"which":[69],"motivates":[71],"In":[75],"contrast":[76],"previous":[78],"treatments":[79],"intra-organizational":[81],"it":[83],"begins":[84],"with":[85,103],"premise":[87],"likely":[91],"neither":[94],"purely":[95],"nor":[97],"detrimental,":[98],"but":[99,107],"two-edged":[101],"sword":[102],"performance":[105],"also":[108],"\u201cdark":[110],"side\u201d":[111],"must":[113],"considered":[115],"before":[116],"pitting":[117],"employees":[118],"against":[119],"one":[120,140],"another.":[121],"Results":[122],"pilot":[125],"provide":[127],"support":[128],"proposed":[131],"differential":[132],"customerand":[135],"sales-oriented":[136],"behaviors,":[137],"pending":[138],"whether":[139],"perceives":[141],"as":[143],"more":[144,147],"challenging":[145],"threatening.":[148],"The":[149],"methods":[151],"have":[153],"been":[154],"developed":[155],"test":[157,168],"hypotheses,":[159],"including":[160],"creation":[162],"simulation":[166],"controlled":[175],"environment,":[176],"are":[177],"discussed.":[178]},"counts_by_year":[],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}