Narrow search
Showing 1 - 10 of 2,933
Cover Image
Managing Sales Compensations : A Salesforce Configuration Approach
Madhani, Pankaj M. - 2015
opportunities while balancing costs and profitability. The article discusses factors such as selling activities, role of the sales …Utilising the Sales Force Configuration Approach, this study evaluates how sales organisations can respond to market … force, and sales force size and its impact on service to the customer. The author also provides a discussion on how these …
Persistent link: https://www.econbiz.de/10013021076
Cover Image
The contingent value of pay inequalities in sales organizations : integrating literatures in economics, management, and psychology
Rouziou, Maria - In: AMS review : official publication of the Academy of … 9 (2019) 3, pp. 184-204
Persistent link: https://www.econbiz.de/10012162441
Cover Image
Thrill of victory and agony of defeat : emotional rewards and sales force compensation
Yang, Ying; Syam, Niladri B.; Hess, James D. - In: Quantitative marketing and economics : QME 11 (2013) 4, pp. 379-402
Persistent link: https://www.econbiz.de/10010339291
Cover Image
Sales force incentives at service sales corporation
Rana, Arif Iqbal; Mumtaz, Mohammad Kamran - In: Asian journal of management cases : AJMC 14 (2017) 2, pp. 160-175
Persistent link: https://www.econbiz.de/10011790806
Cover Image
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Cover Image
Are we paid to be creative? : the effect of compensation gap on creativity in an expatriate context
Hon, Alice H. Y.; Lu, Lin - In: Journal of world business : JWB 50 (2015) 1, pp. 159-167
Persistent link: https://www.econbiz.de/10010479275
Cover Image
Sales compensation models and what we can learn from agency theory : a literature review
Zehetner, Andreas - In: Conference Day 2010 : proceedings ; 5th May 2010 ; …, (pp. 211-220). 2010
Persistent link: https://www.econbiz.de/10003980892
Cover Image
Dynamic incentives in sales force compensation
Rubel, Olivier; Prasad, Ashutosh - In: Marketing science : the marketing journal of the … 35 (2016) 4, pp. 676-689
Persistent link: https://www.econbiz.de/10011534160
Cover Image
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