When sales territories are imbalanced, how do salespersons’ emotions-pride and disappointment in goal attainment-affect the choice between sales contests and sales quotas? First, profits in a quota system increase when pride in the weaker territory or disappointment in the stronger territory...

This paper studies the consequences of sales contests versus quota systems when territories have imbalanced sales potential. How do the optimal sales, efforts of salespeople, and profits vary with territory imbalance in a sales contest and how do these change if compensation is based upon...

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Non-profit organizations and leaders may benefit from the utilization of behaviors attributed to emotional intelligence. The consideration of emotional intelligence skills becomes a strategy for the development of the non-profit organizational leader’s ability to assess the impact and...