Narrative Gamification as a Method of Increasing Sales Performance: A Field Experimental Study

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dc.contributor.authorGrobelny, Jaroslaw
dc.contributor.authorSmierzchalska, Joanna
dc.contributor.authorCzapkowski, Krzysztof
dc.date.accessioned2018-04-12T09:25:16Z
dc.date.available2018-04-12T09:25:16Z
dc.date.issued2018
dc.description.abstractThere is ongoing dispute whether gamification is an effective tool in increasing sales performance. Furthermore, there is a lack of evidence of gamification being a job performance management tool. After the discussion of elements of gamification (with a focus on narration) and the mechanism of this procedure, a field study was conducted to investigate whether implementing narrative gamification within a company will increase sales performance. The study involved 81 employees of two comparable franchise units. Over a period of two months, in one franchisee the employees were working on their regular basis, while narrative gamification took place in the second franchisee. The basic measures were the sales volume data and sales change rates of the two telecommunications products. Tests for difference and effect size were employed. The results of the intervention conducted have shown that narrative gamification had a positive impact on sales performance after two months. Not only did the sales performance in the gamified franchisee increase, but the increase exceeded that of the other franchisee.pl
dc.identifier.citationInternational Journal of Academic Research in Business and Social Sciences, 8(3), 430–447.pl
dc.identifier.issn2222-6990
dc.identifier.urihttp://hdl.handle.net/10593/22677
dc.language.isoengpl
dc.rightsinfo:eu-repo/semantics/openAccesspl
dc.rights.uriAn error occurred getting the license - uri.*
dc.subjectGamificationpl
dc.subjectPerformance Managementpl
dc.subjectJob Performancepl
dc.subjectMotivationpl
dc.subjectWork Engagementpl
dc.titleNarrative Gamification as a Method of Increasing Sales Performance: A Field Experimental Studypl
dc.typeArtykułpl

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