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The Methodology in Empirical Sales Ethics Research: 1980–2010
McClaren, Nicholas - In: Journal of Business Ethics 127 (2015) 1, pp. 121-147
The study examines the research methodology of more than 200 empirical investigations of ethics in personal selling and … Journal of Business Ethics and the Journal of Personal Selling & Sales Management maintaining their position as the main …
Persistent link: https://www.econbiz.de/10011242092
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Lohnspreizung und Effizienz
Schlicht, Ekkehart - Volkswirtschaftliche Fakultät, … - 2008
Differentiale heranführen dienen zugleich der Verbesserung der Effizienz und der Gerechtigkeit. …
Persistent link: https://www.econbiz.de/10005187319
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Power, rent extraction, and executive compensation
Bebchuk, Lucian; Fried, Jesse - In: CESifo Forum 3 (2002) 3, pp. 23-28
Persistent link: https://www.econbiz.de/10004998677
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Measuring performance of sale force: analysis of administrative and behavioural parameters
Rajagopal; Rajagopal, Amritanshu - In: International Journal of Economics and Business Research 2 (2010) 5, pp. 399-413
indicates the importance of proactive monitoring, directing and evaluating salespeople by the managers. … 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 …
Persistent link: https://www.econbiz.de/10008755170
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Lohnbildung in modernen Arbeitsmärkten: Weder gerecht noch effizient
Schlicht, Ekkehart - Volkswirtschaftliche Fakultät, … - 2010
, die die Lohnspreizung eindämmen, fördern zugleich Effizienz und Gerechtigkeit. …
Persistent link: https://www.econbiz.de/10008478851
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Gerechtigkeit in Gesundheitssystemen aus ökonomischer Perspektive
Schreyögg, Jonas - Fakultät Wirtschaft und Management, Technische … - 2003
implicitly assume that countries have a universal understanding of justice. But this assumption is rather questionable. With … regard to the existing cultural differences in the understanding of justice the transferability of elements of health care … systems is not always given. A transfer usually requires a thorough examination of the ideas of justice in each country. This …
Persistent link: https://www.econbiz.de/10008526896
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What Determines the Reservation Wages of Unemployed Workers? New Evidence From German Micro Data
Prasad, Eswar - International Monetary Fund (IMF) - 2003
This paper provides new empirical evidence on the relationship between reservation wages of unemployed workers and macroeconomic factors--including the unemployment rate and generosity of the unemployment compensation system--as well as individual-specific determinants, such as human capital...
Persistent link: https://www.econbiz.de/10005826626
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Higher and Higher?: Performance Pay and Wage Inequality in Germany
Sommerfeld, Katrin - Forschungsbasierte Infrastruktureinrichtung … - 2012
Performance pay is of growing importance to the wage structure as it applies to a rising share of employees. At the same time wage dispersion is growing continuously. This leads to the question of how the growing use of performance pay schemes is related to the increase in wage inequality?...
Persistent link: https://www.econbiz.de/10010601627
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Dynamic Peer Effects in Sales Teams
Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - Institutt for Økonomi, Universitetet i Bergen - 2013
This paper investigates dynamic peer effects in a sales company where workers operate in teams and receive a bonus that depends on both individual worker and team sales. We examine how the past productivity of co-workers affects the current individual performance of team members. To address this...
Persistent link: https://www.econbiz.de/10010818940
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The Impact of Social Comparisons on Reciprocity
Gaechter, Simon; Nosenzo, Daniele; Sefton, Martin - Centre for Decision Research and Experimental Economics … - 2008
We investigate the effects of pay comparison information (i.e. information about what coworkers earn) and effort comparison information (information about how co-workers perform) in experimental firms composed of one employer and two employees. Exposure to pay comparison information in isolation...
Persistent link: https://www.econbiz.de/10005150914