Is cash king for sales compensation plans? : evidence from a large-scale field intervention
Madhu Viswanathan, Xiaolin Li, George John, and Om Narasimhan
| Year of publication: |
June 2018
|
|---|---|
| Authors: | Viswanathan, Madhu ; Li, Xiaolin ; John, George ; Narasimhan, Om |
| Published in: |
Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 55.2018, 3, p. 368-381
|
| Subject: | incentives | nonmonetary compensation | field experiments | sales force | mental accounting | Vergütungssystem | Compensation system | Verkaufspersonal | Salespeople | Feldforschung | Field research | Verkauf | Selling | Leistungsanreiz | Performance incentive |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1509/jmr.14.0290 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011878704