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dc.contributor.advisorGopalakrishna, Srinatheng
dc.contributor.authorGarrett, K. Jason, 1972-eng
dc.date.issued2006eng
dc.date.submitted2006 Falleng
dc.descriptionThe entire dissertation/thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file (which also appears in the research.pdf); a non-technical general description, or public abstract, appears in the public.pdf file.eng
dc.descriptionTitle from title screen of research.pdf file (viewed on May 1, 2009)eng
dc.descriptionVita.eng
dc.descriptionThesis (Ph.D.) University of Missouri-Columbia 2006.eng
dc.description.abstractThis research is a result of a collaborative effort with Shelter Insurance Companies in Columbia, Missouri. The first essay focuses on sales team design. Based on an effect called Group Motivation Gain, previous research has focused on weaker team members in social psychology lab settings. This research extends the findings to stronger and weaker performers in a sales setting. The findings suggest that stronger and weaker sales team members perform better when paired with someone moderately different in ability. The second essay focuses on the value of customers attained during sales contests as opposed to the value of customers attained at other times. The findings suggest that initial purchases are lower for customers attained in the sales contest. However, contrary to suggestions in literature, sales contests seem to have no negative long-term effects on customer value.eng
dc.description.bibrefIncludes bibliographical references.eng
dc.identifier.merlinb67276003eng
dc.identifier.oclc320270236eng
dc.identifier.oclc320270236eng
dc.identifier.urihttps://doi.org/10.32469/10355/4353eng
dc.identifier.urihttps://hdl.handle.net/10355/4353
dc.languageEnglisheng
dc.publisherUniversity of Missouri--Columbiaeng
dc.relation.ispartofcommunityUniversity of Missouri--Columbia. Graduate School. Theses and Dissertationseng
dc.rightsOpenAccess.eng
dc.rights.licenseThis work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivs 3.0 License. Copyright held by author.
dc.subject.lcshSales personnel -- Rating ofeng
dc.subject.lcshSales promotioneng
dc.titleEssays on improving sales performanceeng
dc.typeThesiseng
thesis.degree.disciplineBusiness administration (MU)eng
thesis.degree.grantorUniversity of Missouri--Columbiaeng
thesis.degree.levelDoctoraleng
thesis.degree.namePh. D.eng


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