Sales · Empirical survey/model testing of motivation in forecasting
Motivating the industrial sales force in the sales forecasting process
Industrial Marketing Management · 2011
Summary
Analyzes motivational mechanisms affecting industrial sales-force participation in forecasting.
For your marketing
Possible founder application
Use the study to frame a pricing or packaging hypothesis and identify outcomes to measure; estimate effects with your own customer mix and willingness-to-pay evidence.
Reported result
What the study found
Analyzes motivational mechanisms affecting industrial sales-force participation in forecasting.
Research question
What the authors investigated
How can industrial salespeople be motivated to contribute to forecasting?
Design
Empirical survey/model testing of motivation in forecasting
Sample and setting
Industrial salespeople participating in sales forecasting
Scope and transfer
Limitations to keep in view
Forecasting and motivation measures are context-bound and observational; common-method and generalization risks remain.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/j.indmarman.2010.06.003 Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.