their seeds. However, when pressured to meet sales targets late in the sales cycle, salespeople abandon time-consuming seed … incentives to dealers solve the dealer hoarding problem, they do not address pressured salespeople's inadequate effort allocation … salespeople, they also lead to higher seed returns. By understanding the causes of seed returns, our research informs us about the …

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