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The fun and function of uncertainty : uncertain incentives reinforce repetition decisions

Shen, Luxi; Hsee, Christopher K.; Talloen, Joachim H. - In: Journal of consumer research : JCR ; an … 46 (2019) 1, pp. 69-81

Persistent link: https://www.econbiz.de/10012033926

Unintended effects of incentivizing consumers to recommend a favorite brand

Anghelcev, George - In: Journal of marketing communications 21 (2015) 3, pp. 210-223

Persistent link: https://www.econbiz.de/10011376491

Image matters : incentivizing green tourism behavior

Line, Nathaniel D.; Hanks, Lydia; Miao, Li - In: Journal of travel research : a quarterly publication of … 57 (2018) 3, pp. 296-309

Persistent link: https://www.econbiz.de/10011915397

Red Bull gives you incentive motivation : understanding placebo effects of energy drinks on human cognitive performance

Schmidt, Liane; Chandon, Pierre; Pessiglione, Mathias; … - 2017

Persistent link: https://www.econbiz.de/10011688774

How green marketing, perceived motives and incentives influence behavioral intentions

Chang, Kuo-Chien; Hsu, Chia-Lin; Hsu, Ya-Ti; Chen, Mu-Chen - In: Journal of retailing and consumer services 49 (2019), pp. 336-345

Persistent link: https://www.econbiz.de/10012026003

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

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

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

Threshold Incentives and Sales Variance

Sohoni, Milind G.; Chopra, Sunil; Mohan, Usha; … - 2022

threshold. We model the effect of such incentives under two specific scenarios: an exclusive dealership selling a single product … and a non-exclusive dealer selling two competing products. For an exclusive dealer, we show that a bonus contract not only …

Persistent link: https://www.econbiz.de/10014235452

Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach

St. Clair, Donald P.; Hunter, Gary K.; Cola, Philip A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 391-412

Persistent link: https://www.econbiz.de/10011976240

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