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Self-selected sales incentives : evidence of their effectiveness, persistence, durability, and underlying mechanisms
Bommaraju, Raghu; Hohenberg, Sebastian - In: Journal of marketing 82 (2018) 5, pp. 106-124
Persistent link: https://www.econbiz.de/10011912142
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When do group incentives for salespeople work?
Lim, Noah; Chen, Hua - In: Journal of marketing research : JMR 51 (2014) 3, pp. 320-334
Persistent link: https://www.econbiz.de/10010380956
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Threshold Incentives and Sales Variance
Sohoni, Milind G.; Chopra, Sunil; Mohan, Usha; … - 2022
threshold. We model the effect of such incentives under two specific scenarios: an exclusive dealership selling a single product … and a non-exclusive dealer selling two competing products. For an exclusive dealer, we show that a bonus contract not only …
Persistent link: https://www.econbiz.de/10014235452
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Why do salespeople spend so much time lobbying for low prices?
Simester, Duncan; Zhang, Juanjuan - In: Marketing science : the marketing journal of the … 33 (2014) 6, pp. 796-808
Persistent link: https://www.econbiz.de/10010468391
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Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.; Bommaraju, Raghu; Ahearne, Michael; … - In: Journal of marketing research 56 (2019) 4, pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
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Chapter 8. Selling and sales management
Misra, Sanjog - In: Handbook of the economics of marketing : Volume 1, (pp. 441-496). 2019
About 10% of the US labor force is employed in selling related occupations and the expenditures on selling activities … total close to 5% of the US GDP. Without question, selling occupies a prominent role in our economy. This chapter offers a … discussion on the construct of selling, its role in economic models, and the various aspects of firm decisions that relate to it. …
Persistent link: https://www.econbiz.de/10014023351
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://www.econbiz.de/10013187388
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Rejoinder: dynamic incentives in sales force compensation
Rubel, Olivier; Prasad, Ashutosh - In: Marketing science 43 (2024) 1, pp. 232-233
Persistent link: https://www.econbiz.de/10014470271
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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
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Models for sales management decisions
Albers, Sönke; Mantrala, Murali K. - In: Handbook of marketing decision models, (pp. 163-210). 2008
Persistent link: https://www.econbiz.de/10003755268