The N-Effect in Sales: A Field Experiment

@inproceedings{Bradburn2015TheNI,
  title={The N-Effect in Sales: A Field Experiment},
  author={Jacob Bradburn},
  year={2015}
}
Competition is a ubiquitous aspect of modern life and recent research has highlighted the role of social comparison in fueling competitive motivation (Garcia et al., 2013). One objective factor of competition that has been demonstrated to effect competitive motivation in individuals is that of the N-effect, the tendency for individual motivation to compete to decrease when the number of competitors increases even when odds of success are held constant. This phenomenon has been demonstrated in a… CONTINUE READING

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