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Self-selected sales incentives : evidence of their effectiveness, persistence, durability, and underlying mechanisms
Bommaraju, Raghu; Hohenberg, Sebastian - In: Journal of marketing 82 (2018) 5, pp. 106-124
Persistent link: https://www.econbiz.de/10011912142
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Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; … - In: Journal of marketing research 56 (2019) 4, pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
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Chapter 8. Selling and sales management
Misra, Sanjog - In: Handbook of the economics of marketing : Volume 1, (pp. 441-496). 2019
About 10% of the US labor force is employed in selling related occupations and the expenditures on selling activities … total close to 5% of the US GDP. Without question, selling occupies a prominent role in our economy. This chapter offers a … discussion on the construct of selling, its role in economic models, and the various aspects of firm decisions that relate to it. …
Persistent link: https://www.econbiz.de/10014023351
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Rejoinder: dynamic incentives in sales force compensation
Rubel, Olivier; Prasad, Ashutosh - In: Marketing science 43 (2024) 1, pp. 232-233
Persistent link: https://www.econbiz.de/10014470271
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An introduction to an old acquaintance : using Bayesian inference in sales research
Rouziou, Maria; Dugan, Riley - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 114-131
Persistent link: https://www.econbiz.de/10012260100
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Trends in optimization models of sales force management
Albers, Sönke; Raman, Kalyan; Lee, Nick - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 275-291
Persistent link: https://www.econbiz.de/10011415994
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Broadening the application of mixed methods in sales research
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 334-345
Persistent link: https://www.econbiz.de/10011416006
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Examination of the individual competencies that differentiate results in direct sales
Sypniewska, Barbara A. - In: Contemporary economics 7 (2013) 1, pp. 83-100
The importance of knowledge and skills in meeting new challenges in production and distribution is particularly evident in today’s market, which is characterized by a saturation of products and strong competition. To be successful in the market, companies must stand out and be creative and...
Persistent link: https://www.econbiz.de/10009770333
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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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Targeting and salesforce compensation : when sales spill over to unprofitable customers
Banerjee, Sumitro; Thevaranjan, Alex P. - In: Quantitative marketing and economics : QME 17 (2019) 1, pp. 81-104
Persistent link: https://www.econbiz.de/10012016455