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Price deregulation in sales organizations : an empirical investigation
Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - In: Business research 1 (2008) 1, pp. 94-104
The allocation of decision rights is an integral component of designing organizational architecture. Economists have long understood the importance of co-locating decision rights with the knowledge that is valuable to those decisions. Following this prescription, marketing scholars have...
Persistent link: https://www.econbiz.de/10003716159
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Essays on sales force management in marketing channels
Caldieraro, Fabio - 2003
Persistent link: https://www.econbiz.de/10003777195
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Misselling through agents
Inderst, Roman; Ottaviani, Marco - In: The American economic review 99 (2009) 3, pp. 883-908
Persistent link: https://www.econbiz.de/10003863208
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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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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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Optimal sales force diversification and group incentive payments
Caldieraro, Fabio; Coughlan, Anne T. - In: Marketing science : the marketing journal of the … 28 (2009) 6, pp. 1009-1026
Persistent link: https://www.econbiz.de/10003909041
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Misselling (financial) products : the limits for internal compliance
Inderst, Roman - In: Economics letters 106 (2010) 1, pp. 35-37
Persistent link: https://www.econbiz.de/10003931134
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Incentives for sales agents after the advent of the internet
Pfeil, Christian M.; Posselt, Thorsten; Maschke, Nils - In: Marketing letters : a journal of research in marketing 19 (2008) 1, pp. 51-63
Persistent link: https://www.econbiz.de/10003666104
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Sales compensation models and what we can learn from agency theory : a literature review
Zehetner, Andreas - In: Conference Day 2010 : proceedings ; 5th May 2010 ; …, (pp. 211-220). 2010
Persistent link: https://www.econbiz.de/10003980892