Narrow search
Showing 1 - 10 of 14,627
Cover Image
Dealer hoarding, sales push and seed returns : characterizing the interdependency between dealer incentives and salesforce management
Gonçalves, Paulo - 2008
their seeds. However, when pressured to meet sales targets late in the sales cycle, salespeople abandon time-consuming seed … incentives to dealers solve the dealer hoarding problem, they do not address pressured salespeople's inadequate effort allocation … salespeople, they also lead to higher seed returns. By understanding the causes of seed returns, our research informs us about the …
Persistent link: https://www.econbiz.de/10003948605
Cover Image
Effects of motivating to sustain commitment of the sales professionals
Guha, Sayanjit - In: Journal of marketing and consumer behaviour in emerging … (2016) 2, pp. 58-74
Motivation is an important tool which can have a significant impact to improve the performance of employees in any organization and in the current competitive world, employees' commitment is crucial in achieving the organizational goals. The current research is aimed at examining the role played...
Persistent link: https://www.econbiz.de/10012116778
Cover Image
Transforming incentivies : analysis of personnel and employee output data in a large Japanese auto sales firm
Tsuru, Tsuyoshi (contributor) - 2007
Persistent link: https://www.econbiz.de/10003556342
Cover Image
Motivation and Non-Monetary Incentives : Empirical Study on the Sales Force of Soft Drink Industry
Rehman Khan, Naveed Ur - 2012
Effective human resource practices are the cardinal and substantial for survival of any business entity. Human involvement and motivation in related work mostly depend on human resource practices validness and accuracy. On the other hand, the sales force is the reason to generate revenue for...
Persistent link: https://www.econbiz.de/10013112634
Cover Image
Time to Money : wie der Vertrieb die Kommerzialisierung von Neuprodukten beschleunigen kann
Pracht, Andreas - 2014
Vertrieb stattfinden, da die Vertriebsmitarbeiter über ein sehr hohes Marktwissen verfügen und ein grosses Interesse haben …
Persistent link: https://www.econbiz.de/10010442005
Cover Image
An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are …
Persistent link: https://www.econbiz.de/10011745184
Cover Image
Technischer Vertrieb : Panelstudie 2014 ; Status quo des technischen Vertriebs
Anlanger, Roman; Barrantes, Luis; Engel, Wolfgang A.; … - 2014
Persistent link: https://www.econbiz.de/10011312425
Cover Image
Forming business customer communities in a pharmaceutical firm : towards a framework of challenges
Erat, Pablo (contributor) - 2004 - [Elektronische Ressource]
Persistent link: https://www.econbiz.de/10002196158
Cover Image
The effect of salesperson behavior and the influence of attributional thinking on customer reactions to an "open architecture" product offering
Daun, Winfried - 2011
Im vergangenen Jahrzehnt liess sich die Entwicklung eines spezifischen Vertriebsmodells beobachten, in welchem Unternehmen, die ihre eigenen Produkte über proprietäre Distributionskanäle vertreiben, diese Kanäle für Dritte, oft sogar für Konkurrenzprodukte öffnen. Eine der Branchen, die...
Persistent link: https://www.econbiz.de/10009516102