We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

About the author -- What are you selling -- The dialogue sales process -- Relationship selling principles -- A business developer's workday - peter's top 10 worklist -- Other important sales topics -- Conclusion -- Appendix I: Relationship selling principles -- Appendix II: Dialogue puzzle --...

Introduction to business development culture -- Adapting to change is the new normal -- The challenges of a changing market -- The challenge of cultural change -- Building a customer focus into your team -- Building the case for change : educating and inspiring your team -- Do your teams...

We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....