Arne Heinrich examines the effects of sales territory restructuring on the affected field sales representatives. In an experimental study, he demonstrates that the management behavior associated with such measures can significantly contribute to the success of the restructuring. However, disappointing raised expectations can also lead to increased rejection. Using transaction data, it can be shown that restructuring of sales territories leads to a decline in employee performance in the short and medium term. An additional survey identifies the perception of the process and the outcome of the measure as contributing factors. To promote goal-conforming behavior among field sales representatives, adjustments to incentive systems should also be made as part of the restructuring.