Sales Force Motivation: A Theoretical Analysis
研究了金融服务业中多种激励措施，基于强化理论分析其效果，发现虽能提升短期绩效但难以维持，并提出计算机化视频作为整合理论与实践的方案。
A wide variety of incentives are being employed in the financial services industry. An examination of these practices in light of reinforcement theory suggests that while encouraging higher levels of performance, these incentives fail to sustain the high levels of desired performance. A computerized video is discussed as one means of integrating theory and practice, which should yield high levels of sustained performance from the sales force.