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The people motivators : consumer and sales incentives in modern marketing
Turner, Howard M. - 1973
Persistent link: https://www.econbiz.de/10000556695
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Chapter 8. Selling and sales management
Misra, Sanjog - In: Handbook of the economics of marketing : Volume 1, (pp. 441-496). 2019
About 10% of the US labor force is employed in selling related occupations and the expenditures on selling activities … total close to 5% of the US GDP. Without question, selling occupies a prominent role in our economy. This chapter offers a … discussion on the construct of selling, its role in economic models, and the various aspects of firm decisions that relate to it. …
Persistent link: https://www.econbiz.de/10014023351
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Umsetzung der integrierten Kommunikation : Anreizsysteme zur Implementierung integrierter Kommunikationsarbeit
Boenigk, Michael - 2001 - 1. Aufl.
Persistent link: https://www.econbiz.de/10001539947
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Computergestütztes Promotioncontrolling : Konzeption eines Informationssystems für das Controlling von Konsumgüterpromotions
Litzinger, Dieter - 1996
Persistent link: https://www.econbiz.de/10000949098
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Breaking the sales force incentive addiction : a balanced approach to sales force effectiveness
Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 171-186
Persistent link: https://www.econbiz.de/10009552546
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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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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein; Misra, Sanjog; Nair, Harikesh - In: Journal of marketing research : JMR 53 (2016) 2, pp. 161-182
Persistent link: https://www.econbiz.de/10011485249
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Organizational drivers of salespeople's customer orientation and selling orientation
Guenzi, Paolo; DeLuca, Luigi M.; Troilo, Gabriele - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 269-285
Persistent link: https://www.econbiz.de/10009270841