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The role of status and leadership style in sales contests: A natural field experiment

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  • Verbeke, Willem
  • Bagozzi, Richard P.
  • Belschak, Frank D.

Abstract

This paper addresses the question whether status alone, as compared to a combined financial/status incentive, is strong enough to motivate team members taking part in a retail sales contest to sell more goods to customers. Using a two-phase natural field experiment, we studied the impact of a sales contest on actual sales growth in 102 discount stores. The first experimental phase included a financial/status reward and status-only condition; the second experimental phase included financial/status reward, status-only, and control conditions. Compared to the control condition, the status-only condition had a significant effect on sales volume. Store managers' leadership style, however, was found to have a moderating effect. Greater sales growth resulted in the financial/status reward condition when store managers had a transformational leadership style.

Suggested Citation

  • Verbeke, Willem & Bagozzi, Richard P. & Belschak, Frank D., 2016. "The role of status and leadership style in sales contests: A natural field experiment," Journal of Business Research, Elsevier, vol. 69(10), pages 4112-4120.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:10:p:4112-4120
    DOI: 10.1016/j.jbusres.2016.03.040
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