Can sales uncertainty increase firm profits?
Niladri Syam, James D. Hess, and Ying Yang
| Year of publication: |
April 2016
|
|---|---|
| Authors: | Syam, Niladri ; Hess, James D. ; Yang, Ying |
| Published in: |
Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 53.2016, 2, p. 199-206
|
| Subject: | adaptive selling | sales uncertainty | principal-agent | information | sales force | Prinzipal-Agent-Theorie | Agency theory | Verkauf | Selling | Verkaufspersonal | Salespeople | Risiko | Risk |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1509/jmr.13.0506 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011485269