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The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah; Murtha, Brian; Challagalla, Goutam - In: Journal of marketing research 57 (2020) 4, pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
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Salesforce incentive systems : an interdisciplinary review and research agenda
Georgi, Michael; Lachmann, Maik - In: Problems and perspectives in management : PPM ; … 12 (2014) 4, pp. 23-42
Persistent link: https://www.econbiz.de/10010511555
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When do group incentives for salespeople work?
Lim, Noah; Chen, Hua - In: Journal of marketing research : JMR 51 (2014) 3, pp. 320-334
Persistent link: https://www.econbiz.de/10010380956
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The role of status and leadership style in sales contests : a natural field experiment
Verbeke, Willem J. M. I.; Bagozzi, Richard P.; … - In: Journal of business research : JBR 69 (2016) 10, pp. 4112-4120
Persistent link: https://www.econbiz.de/10011553934
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
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It's about building a book of business : incentives of insurance salespersons from future renewals
Berry-Stölzle, Thomas; Eckles, David L. - In: The Geneva papers on risk and insurance - issues and … 44 (2019) 4, pp. 702-731
Persistent link: https://www.econbiz.de/10012294363
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Self-selected sales incentives : evidence of their effectiveness, persistence, durability, and underlying mechanisms
Bommaraju, Raghu; Hohenberg, Sebastian - In: Journal of marketing 82 (2018) 5, pp. 106-124
Persistent link: https://www.econbiz.de/10011912142
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Multiperiod contracting and salesperson effort profiles : the optimality of "hockey stick," "giving up," and "resting on laurels"
Jerath, Kinshuk; Long, Fei - In: Journal of marketing research 57 (2020) 2, pp. 211-235
Persistent link: https://www.econbiz.de/10012180457
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Variable compensation and salesperson health
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of marketing 85 (2021) 3, pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
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Threshold Incentives and Sales Variance
Sohoni, Milind G.; Chopra, Sunil; Mohan, Usha; … - 2022
In this paper, we analyze the impact of two forms of commonly used threshold-based incentive schemes on the observed sales variability. The first form of the incentive comprises an additional marginal payment on crossing a specified sales threshold and the second form of the incentive scheme...
Persistent link: https://www.econbiz.de/10014235452