The study examines the research methodology of more than 200 empirical investigations of ethics in personal selling and … design, and statistical analysis techniques were examined as part of theory development and testing. The review establishes a … Journal of Business Ethics and the Journal of Personal Selling & Sales Management maintaining their position as the main …

salespeople as predictors of performance of sales unit effectiveness. The factors affecting performance of sales force through … indirectly through its relationship with the salespeople's behavioural performance. Discussions in this paper also argue that the … behaviour control is a consistent predictor of the salespeople's performance and effectiveness of the sales units. This …

empirical inquiries. Researchers have found that mismanagement is often a consequence of misplaced incentives. This paper tries … incentives. An introduction is given as a short overview of the healthcare sector with its economical specialties. This is … followed by an outline of some well established contract models and their effect on the demander’s incentives. The paper …

economic phenomena. Standard economic theory did not give much credit to the role of networks until the early 1990s, but since … then the study of the theory of networks has blossomed. At the heart of this research is the idea that the pattern of … move the network in their favor. This idea motivates the second part of the book, which develops a general theory of …

economics can provide insight into many aspects of sports, including soccer. Beautiful Game Theory is the first book that uses …-Huerta illuminates economics through the world’s most popular sport. He offers unique and often startling insights into game theory and … microeconomics, covering topics such as mixed strategies, discrimination, incentives, and human preferences. He also looks at finance …

can provide insight into many aspects of sports, including soccer. Beautiful Game Theory is the first book that uses …-Huerta illuminates economics through the world’s most popular sport. He offers unique and often startling insights into game theory and … microeconomics, covering topics such as mixed strategies, discrimination, incentives, and human preferences. He also looks at finance …

Academic research studies examining the ethical attitudes and behaviors of salespeople have produced several frameworks … that explore the ethical decision-making processes to which salespeople adhere when faced with ethical dilemmas. Past … address this issue by outlining and testing an emotion-based model to study the ethical attitudes and behaviors of salespeople …

In todayÕs rapidly changing sales environment, successful salespeople must acquire skills that give them a competitive … offered as one critical skill that will allow salespeople to guide their behavior and think in ways that can enhance their …