De Fleur (1956) provides the earliest evidence of diminishing returns. He finds a common logarithmic pattern for leaflets dropped and message recalled in field experiment. Since then, many researchers have applied logarithmic or square root patterns to capture the effect of diminishing returns...

De Fleur (1956) provides the earliest evidence of diminishing returns. He finds a common logarithmic pattern for leaflets dropped and message recalled in field experiment. Since then, many researchers have applied logarithmic or square root patterns to capture the effect of diminishing returns...

Effective marketing depends on knowledge of customer behavior and competition. This is especially true for Location Based marketers who risk sending alerts at inopportune moments or to the wrong targets. This study analyzes check-ins around Times Square in New York City using Foursquare, a...

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

The use of sales contests in sales force management is growing in popularity and receiving increasing allocations of sales budgets in many industries. So far, however, the sales management research literature offers little guidance on why and when firms benefit from employing "openended" and/or...