#2448. Self-oriented competitiveness in salespeople: sales management implications

October 2026publication date
Proposal available till 30-05-2025
4 total number of authors per manuscript3510 $

The title of the journal is available only for the authors who have already paid for
Journal’s subject area:
Economics and Econometrics;
Business and International Management;
Marketing;
Places in the authors’ list:
place 1place 2place 3place 4
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Contract №2448.1 Contract №2448.2 Contract №2448.3 Contract №2448.4
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2 place - free (for sale)
3 place - free (for sale)
4 place - free (for sale)

Abstract:
The article explores the complexity of sellers competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates the SOC score in the nomological network of achievement-related constructs and personality constructs. Study 2 uses a field experiment with corporate salespeople to explore alternative financial incentive structures that improve the performance of salespeople with different types of competitiveness. Study 3 shows that other-oriented competition (OOC) and SOC lead to conditionally different seller behavior and different performance outcomes.
Keywords:
Leadership behavior; Person–environment (P–E) fit; Sales contest; Salesperson performance; Trait competitiveness

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