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Erschienen in:
2015 | OriginalPaper | Buchkapitel
The Impact of Sales Performance Goals on Behaviors: Enhancing or Compromising Sustainable Performance?
verfasst von : Javier Marcos-Cuevas, Monica Franco-Santos
Erschienen in: Marketing Dynamism & Sustainability: Things Change, Things Stay the Same…
Verlag: Springer International Publishing
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Performance goals or quotas, also termed targets, are extensively used by sales organizations despite the fact that their impact on behavior and sustainable performance is questioned in the literature. Performance goals define a ‘desired’, ‘promised’, ‘minimum’ or ‘aspirational’ level of performance, for example, to attain 10 percent more of profits, usually within a specified time period. About 95 percent of Fortune 500 companies use performance goals in their sales compensation schemes (Joseph and Kalwani, 1998). Zoltners et al. (2008) estimate that sales compensation in the US economy totals about $800 billion, almost three times the amount spent on advertising.