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Sales contests versus quotas with imbalanced territories

Syam, Niladri B.; Hess, James D.; Yang, Ying - In: Marketing letters : a journal of research in marketing 24 (2013) 3, pp. 229-224

Persistent link: https://www.econbiz.de/10009786897

Strategic Compliments in Sales

Sayedi, Amin - 2015

Salespersons often spend time and money giving prospective buyers compliments such as kind words, meals and gifts. Though prior research has shown that compliments will influence a prospective buyer's decision, it is unknown the extent to which salespersons should make these investments. In this...

Persistent link: https://www.econbiz.de/10013013219

How do specialized personal incentives enhance sales performance? : the benefits of steady sales growth

Patil, Ashutosh; Syam, Niladri - In: Journal of marketing 82 (2018) 1, pp. 57-73

Persistent link: https://www.econbiz.de/10011804091

Threshold Incentives and Sales Variance

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

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 comprises a lumpsum bonus payment on crossing the predetermined sales … threshold. We model the effect of such incentives under two specific scenarios: an exclusive dealership selling a single product …

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

An introduction to an old acquaintance : using Bayesian inference in sales research

Rouziou, Maria; Dugan, Riley - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 114-131

Persistent link: https://www.econbiz.de/10012260100

Fixed, flexible, and dynamics pricing decisions of Airbnb mode with social learning

Chen, Yuting; Rong, Zhang; Bin, Liu - In: Tourism economics : the business and finance of tourism … 27 (2021) 5, pp. 893-914

Persistent link: https://www.econbiz.de/10012625854

Competitive dynamics in the sharing economy : an analysis in the context of airbnb and hotels

Li, Hui; Srinivasan, Kannan - In: Marketing science : the marketing journal of the … 38 (2019) 3, pp. 365-391

Persistent link: https://www.econbiz.de/10012038394

Price determinants of sharing economy based accommodation rental : a study of listings from 33 cities on Airbnb.com

Wang, Dan; Nicolau, Juan L. - In: International journal of hospitality management 62 (2017), pp. 120-131

Persistent link: https://www.econbiz.de/10011702711

Unraveling the diverse nature of service quality in a sharing economy : a social exchange theory perspective of Airbnb accommodation

Priporas, Constantinos-Vasilios; Stylos, Nikolaos; … - In: International journal of contemporary hospitality management 29 (2017) 9, pp. 2279-2301

Persistent link: https://www.econbiz.de/10011761805

Allocating sales effort to branches

Olsen, Robert M. - 1969

Persistent link: https://www.econbiz.de/10003470722

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