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Making channel incentives work : a discriminating match framework
Kim, Stephen K.; Lee, Youngsu - In: Industrial marketing management : the international … 65 (2017), pp. 1-14
Persistent link: https://www.econbiz.de/10011774863
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The role of top management teams' functional background diversity in firms' coopetitive behavior
Krieweth, Carolin; Guragata-Balasa, Patricia; Greven, … - In: Industrial marketing management : the international … 117 (2024), pp. 275-287
Persistent link: https://www.econbiz.de/10014531338
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The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
Le Meunier-FitzHugh, Kenneth; Massey, Graham R.; … - In: Industrial marketing management : the international … 40 (2011) 7, pp. 1161-1171
Persistent link: https://www.econbiz.de/10009492025
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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Partners' centrality diversity and firm innovation performance : evidence from China
Jiang, Yusi; Yang, Yi; Zhao, Yapu; Li, Yuan - In: Industrial marketing management : the international … 88 (2020), pp. 22-34
Persistent link: https://www.econbiz.de/10012285231
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Board structure and firm capability : an environment-embedded relationship between board diversity and marketing capability
Wenbin, Sun; Ding, Zhihua; Price, Joseph M. - In: Industrial marketing management : the international … 90 (2020), pp. 14-29
Persistent link: https://www.econbiz.de/10012321910
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Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71
Persistent link: https://www.econbiz.de/10012490935
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A multi-nation study of sales manager effectiveness with global implications
Murphy, William H.; Li, Ning - In: Industrial marketing management : the international … 41 (2012) 7, pp. 1152-1163
Persistent link: https://www.econbiz.de/10009683354
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Which is more effective for platform performance : punishments or incentives?
Liu, Yi; Gao, Wei - In: Industrial marketing management : the international … 110 (2023), pp. 117-128
Persistent link: https://www.econbiz.de/10014306711
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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