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Managerial motivation dynamics and incentives
Kocabıyıkoğlu, Ayşe; Popescu, Ioana - In: Management science : journal of the Institute for … 53 (2007) 5, pp. 834-848
Persistent link: https://www.econbiz.de/10003487082
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Sources of job related ambiguity and their consequences upon salespersons job satisfaction and performance
Behrman, Douglas N.; Bigoness, William J.; Perreault, … - In: Management science : journal of the Institute for … 27 (1981) 11, pp. 1246-1260
Persistent link: https://www.econbiz.de/10003487354
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On the relative performance of linear vs. piecewise-linear-threshold intertemporal incentives
Chen, Joseph Y.; Miller, Bruce L. - In: Management science : journal of the Institute for … 55 (2009) 10, pp. 1743-1752
Persistent link: https://www.econbiz.de/10003909002
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High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms
Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685
Persistent link: https://www.econbiz.de/10003701548
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An investigation of the equal commision rate policy for a multi-product salssforce
Srinivasan, V. - In: Management science : journal of the Institute for … 27 (1981) 7, pp. 731-756
Persistent link: https://www.econbiz.de/10003684699
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An optimal algorithm for sales representative time management
Chong, Philip S. C.; Zoltners, Andris A.; Sinha, Prabhakant - In: Management science : journal of the Institute for … 25 (1979) 12, pp. 1197-1207
Persistent link: https://www.econbiz.de/10003514291
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Salesforce compensation with inventory considerations
Dai, Tinglong; Jerath, Kinshuk - In: Management science : journal of the Institute for … 59 (2013) 11, pp. 2490-2501
Persistent link: https://www.econbiz.de/10010229350
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Compensation and peer effects in competing sales teams
Chan, Tat; Li, Jia; Pierce, Lamar - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 1965-1984
Persistent link: https://www.econbiz.de/10010403593
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Optimal sales force compensation in dynamic settings : commissions vs. bonuses
Schöttner, Anja - In: Management science : journal of the Institute for … 63 (2017) 5, pp. 1529-1544
Persistent link: https://www.econbiz.de/10011684783
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Repeated interaction in teams : tenure and performance
Villas-Boas, J. Miguel - In: Management science : journal of the Institute for … 66 (2020) 3, pp. 1496-1507
Persistent link: https://www.econbiz.de/10012234623