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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

Productivity dynamics, performance feedback and group incentives in a sales organization

Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117

Persistent link: https://www.econbiz.de/10011951557

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

Managerial motivation dynamics and incentives

Kocabiyikoglu, Ayse (contributor); … - 2005

Persistent link: https://www.econbiz.de/10003364658

An empirical investigation of the antecedents of salesforce control systems

Krafft, Manfred - 1997

environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are …

Persistent link: https://www.econbiz.de/10011745184

Who Should Compensate the Sales Agent in a Distribution Channel?

Kouvelis, Panos - 2020

We analytically study a value chain consisting of three independent parties: a manufacturer, a retailer, and a sales agent. Either the manufacturer or the retailer may compensate the sales agent, and a variety of supply contracts may be used between the manufacturer and the retailer:...

Persistent link: https://www.econbiz.de/10012841375