Dynamic incentives in sales force compensation
Year of publication: |
July-August 2016
|
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Authors: | Rubel, Olivier ; Prasad, Ashutosh |
Published in: |
Marketing science. - Catonsville, MD : INFORMS, ISSN 0732-2399, ZDB-ID 883054-X. - Vol. 35.2016, 4, p. 676-689
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Subject: | sales force | compensation | sales dynamics | agency theory | differential games | advertising | Prinzipal-Agent-Theorie | Agency theory | Verkaufspersonal | Salespeople | Vergütungssystem | Compensation system | Verkauf | Selling |
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