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The state of research methods in personal selling and sales management literature
Asare, Anthony K.; Yang, Jing; Brashear-Alejandro, Thomas - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 473-489
Persistent link: https://www.econbiz.de/10009680321
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On the dilution of customer orientation in customer-focused sales organizations : experimental results, field evidence and remedies
Fischer, Peter Mathias - 2011
Persistent link: https://www.econbiz.de/10009428233
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Revenue sharing between production, logistics and traffic : an experimental analysis of the actors in distribution logistics
Elbert, Ralf; Özsucu, Özhan; Bogusch, Cora - In: Dynamic and seamless integration of production, …, (pp. 105-118). 2017
Persistent link: https://www.econbiz.de/10011556724
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A theory of reciprocity
Falk, Armin; Fischbacher, Urs - 2001
This paper presents a formal theory of reciprocity. Reciprocity means that people reward kind actions and punish unkind ones. The theory takes into account that people evaluate the kindness of an action not only by its consequences but also by the intention underlying this action. The theory...
Persistent link: https://www.econbiz.de/10011398368
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A description-experience gap in social interactions : information about interdependence and its effects on cooperation
Martin, Jolie M.; Gonzalez, Cleotilde; Juvina, Ion; … - In: Journal of behavioral decision making 27 (2014) 4, pp. 349-362
Persistent link: https://www.econbiz.de/10010517804
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Cooperation or competition? : a field experiment on non-monetary learning incentives
Bigoni, Maria; Fort, Margherita; Nardotto, Mattia; … - In: The B.E. journal of economic analysis & policy 15 (2015) 4, pp. 1753-1792
Persistent link: https://www.econbiz.de/10011429358
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Alleviation and sanctions in social dilemma games
Drouvelis, Michalis - In: Games 6 (2015) 3, pp. 368-380
This paper reports an experiment which compares behaviour in two punishment regimes: (i) a standard public goods game with punishment in which subjects are given the opportunity to punish other group members (democratic punishment regime) and (ii) a public goods game environment where all group...
Persistent link: https://www.econbiz.de/10011380878
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Social context and the dynamics of cooperative choice
Rand, David G.; Newman, George E.; Wurzbacher, Owen M. - In: Journal of behavioral decision making 28 (2015) 2, pp. 159-166
Persistent link: https://www.econbiz.de/10011306098
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When do punishment institutions work?
Aquino, Patrick; Gazzale, Robert S.; Jacobson, Sarah - 2015
Persistent link: https://www.econbiz.de/10011333077
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Competitive centipede games : zero-end payoffs and payoff inequality deter reciprocal cooperation
Krockow, Eva M.; Pulford, Briony D.; Colman, Andrew M. - In: Games 6 (2015) 3, pp. 262-272
Reciprocal cooperation can be studied in the Centipede game, in which two players alternate in choosing between a … investigated cooperation in four Centipede games differing in their payoffs at the game's end (positive versus zero) and payoff … high payoff inequality were found to reduce cooperation significantly. Contrary to previous predictions, combining these …
Persistent link: https://www.econbiz.de/10011316544