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~isPartOf:"Department of Economics discussion paper series / University of Oxford"
~isPartOf:"Journal of marketing research : JMR"
~isPartOf:"Rotterdam Institute for Business Economic Studies"
~subject:"Salespeople"
~subject:"Verkaufsverhalten"
~subject:"Vertriebsweg"
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Search: subject_exact:"Verkäufer"
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Salespeople
Verkaufsverhalten
Vertriebsweg
Verkaufspersonal
22
Selling
6
Verkauf
6
Leistungsanreiz
5
Performance incentive
5
Compensation system
4
Vergütungssystem
4
Agency theory
3
Feldforschung
3
Field research
3
Prinzipal-Agent-Theorie
3
Sales promotion
3
Theorie
3
Verkaufsförderung
3
Arbeitsgruppe
2
Beziehungsmarketing
2
Competence
2
Customer value
2
Erfolgsfaktor
2
Experiment
2
Kompetenz
2
Kundenwert
2
Leistungsentgelt
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Meta-Analyse
2
Meta-analysis
2
Performance pay
2
Relationship marketing
2
Risikoaversion
2
Risk aversion
2
Success factor
2
Team
2
Theory
2
Verkäufer
2
field experiments
2
incentives
2
sales force
2
sales force compensation
2
Anreiz
1
Arbeitsleistung
1
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22
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Ahearne, Michael
4
Verbeke, Willem J. M. I.
3
John, George
2
Kumar, V.
2
Lam, Son K.
2
Lim, Noah
2
Narasimhan, Om
2
Sunder, Sarang
2
Albers, Sönke
1
Antonides, Gerrit
1
Atefi, Yashar
1
Bagozzi, Richard P.
1
Bommaraju, Raghu
1
Carlson, Brad D.
1
Challagalla, Goutam
1
Chen, Hua
1
Chung, Doug J.
1
Churchill jr., Gilbert A.
1
Daljord, Øystein
1
Dietvorst, Roeland C.
1
Donavan, D. Todd
1
Ghosh, Mrinal K.
1
Goreczny, Ashley
1
Hall, Zachary R.
1
Hess, James D.
1
Hughes, Douglas E.
1
Jindal, Rupinder
1
Kishore, Sunil
1
Kohli, Ajay Kumar
1
Lafontaine, Francine
1
Leone, Robert P.
1
Li, Xiaolin
1
Linden, Danny A. van der
1
Lo, Desmond
1
MacKenzie, Scott B.
1
Mantrala, Murali K.
1
Mathieu, John E.
1
Maurer, Todd
1
Maxham, James G., III.
1
Misra, Sanjog
1
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Department of Economics discussion paper series / University of Oxford
Journal of marketing research : JMR
Rotterdam Institute for Business Economic Studies
Industrial marketing management : the international journal for industrial and high-tech firms
154
The journal of personal selling & sales management : JPSSM
152
Journal of business research : JBR
109
The journal of business & industrial marketing
76
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
58
Journal of retailing and consumer services
42
Journal of marketing
37
Journal of business-to-business marketing
34
The service industries journal
28
Journal of marketing theory and practice
25
Journal of retailing
23
SpringerLink / Bücher
22
Journal of business ethics : JOBE
20
Journal of marketing education : JME
20
European journal of marketing : EJM
18
The Oxford handbook of strategic sales and sales management
15
International journal of retail & distribution management
14
Psychology & marketing
14
Journal of marketing theory and practice : JMTP
13
Journal of service research
13
Journal of service research : JSR
12
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Marketing letters : a journal of research in marketing
11
European journal of marketing
10
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
10
Journal of marketing channels : ... distribution systems, strategy, and management
10
Journal of strategic marketing
10
Management science : journal of the Institute for Operations Research and the Management Sciences
10
Marketing intelligence & planning
10
Harvard-Business-Manager : das Wissen der Besten
9
International journal of hospitality management
9
Journal of managerial issues : JMI
9
Sales management : a multinational perspective
9
Asia Pacific journal of marketing and logistics
8
Harvard business review : HBR
8
Journal of marketing management : MM
8
Journal of marketing research
8
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
8
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ECONIS (ZBW)
22
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22
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1
Is cash king for sales compensation plans? : evidence from a large-scale field intervention
Viswanathan, Madhu
;
Li, Xiaolin
;
John, George
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
3
,
pp. 368-381
Persistent link: https://www.econbiz.de/10011878704
Saved in:
2
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
3
Competing sales channels
Ronayne, David
;
Taylor, Greg
-
2018
Persistent link: https://www.econbiz.de/10011907891
Saved in:
4
Does selective sales force training work?
Atefi, Yashar
;
Ahearne, Michael
;
Maxham, James G., III.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
5
,
pp. 722-737
Persistent link: https://www.econbiz.de/10011958188
Saved in:
5
Incentives versus reciprocity : insights from a field experiment
Chung, Doug J.
;
Narayandas, Das
- In:
Journal of marketing research : JMR
54
(
2017
)
4
,
pp. 511-524
Persistent link: https://www.econbiz.de/10011743659
Saved in:
6
Why do salespeople quit? : an empirical examination of own and peer effects on salesperson turnover behavior
Sunder, Sarang
;
Kumar, V.
;
Goreczny, Ashley
;
Maurer, Todd
- In:
Journal of marketing research : JMR
54
(
2017
)
3
,
pp. 381-397
Persistent link: https://www.econbiz.de/10011697433
Saved in:
7
Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein
;
Misra, Sanjog
;
Nair, Harikesh
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 161-182
Persistent link: https://www.econbiz.de/10011485249
Saved in:
8
Can sales uncertainty increase firm profits?
Syam, Niladri
;
Hess, James D.
;
Yang, Ying
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
Saved in:
9
When do group incentives for salespeople work?
Lim, Noah
;
Chen, Hua
- In:
Journal of marketing research : JMR
51
(
2014
)
3
,
pp. 320-334
Persistent link: https://www.econbiz.de/10010380956
Saved in:
10
Measuring and managing a salesperson's future value to the firm
Kumar, V.
;
Sunder, Sarang
;
Leone, Robert P.
- In:
Journal of marketing research : JMR
51
(
2014
)
5
,
pp. 591-608
Persistent link: https://www.econbiz.de/10010489702
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