Incentives versus reciprocity : insights from a field experiment
Year of publication: |
August 2017
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Authors: | Chung, Doug J. ; Narayandas, Das |
Published in: |
Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 54.2017, 4, p. 511-524
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Subject: | sales force compensation | field experiment | heterogeneity | loss aversion | reciprocity | Vergütungssystem | Compensation system | Verkaufspersonal | Salespeople | Austauschtheorie | Social exchange theory | Leistungsanreiz | Performance incentive | Experiment | Feldforschung | Field research | Arbeitsleistung | Job performance | Risikoaversion | Risk aversion | Dauerhafte Konsumgüter | Durable goods |
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