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Essays on sales force manageme...
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1
Enhancing the commitment to service quality through developmental and rewarding systems : CSQ consistency as a moderator
Sun, Pi-chuan
;
Hsu, Wan-ju
;
Wang, Kuang-cheng
- In:
The international journal of human resource management
23
(
2012
)
7
,
pp. 1462-1480
Persistent link: https://www.econbiz.de/10009539317
Saved in:
2
The joint and multilevel effects of training and incentives from upstream manufacturers on downstream
salespeople
's efforts
Magnotta, Sarah
;
Murtha, Brian
;
Challagalla, Goutam
- In:
Journal of marketing research
57
(
2020
)
4
,
pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
Saved in:
3
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
Saved in:
4
Optimal incentives for
salespeople
with learning potential
Gao, Long
- In:
Management science : journal of the Institute for …
69
(
2023
)
6
,
pp. 3285-3296
Persistent link: https://www.econbiz.de/10014305605
Saved in:
5
Managerial motivation dynamics and incentives
Kocabıyıkoğlu, Ayşe
;
Popescu, Ioana
- In:
Management science : journal of the Institute for …
53
(
2007
)
5
,
pp. 834-848
Persistent link: https://www.econbiz.de/10003487082
Saved in:
6
Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents
Dai, Yue
;
Chao, Xiuli
- In:
International journal of production economics
172
(
2016
),
pp. 31-42
Persistent link: https://www.econbiz.de/10011442304
Saved in:
7
Delegating slotting allowance authority to the sales force
Rowe, William J.
;
Skinner, Steven J.
- In:
Industrial marketing management : the international …
57
(
2016
),
pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
Saved in:
8
The incentive and selection roles of sales force compensation contracts
Lo, Desmond
;
Ghosh, Mrinal K.
;
Lafontaine, Francine
- In:
Journal of marketing research : JMR
48
(
2011
)
4
,
pp. 781-798
Persistent link: https://www.econbiz.de/10009272366
Saved in:
9
Managerial motivation dynamics and incentives
Kocabiyikoglu, Ayse
(
contributor
); …
-
2005
Persistent link: https://www.econbiz.de/10003364658
Saved in:
10
The Incentive and Selection Roles of Sales Force Compensation Contracts
Lo, Desmond (Ho-Fu)
-
2013
plans to both discriminatingly select, (i.e., attract and retain),
salespeople
and provide them with the right level of …
Persistent link: https://www.econbiz.de/10013080981
Saved in:
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