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Intangible sales team resources : investing in team social capital and transactive memory for market-driven behaviors, norms and performance

Bachrach, Daniel G.; Mullins, Ryan R.; Rapp, Adam A. - In: Industrial marketing management : the international … 62 (2017), pp. 88-99

Persistent link: https://www.econbiz.de/10011707070

Managing frontline employee performance through coaching : does selling experience matter?

Pousa, Claudio; Mathieu, Anne; Trépanier, Carole - In: The international journal of bank marketing : IJBM 35 (2017) 2, pp. 220-240

Persistent link: https://www.econbiz.de/10011707771

Does trustworthiness sell? : evidence from a lab-in-the-field experiment

Kröll, Markus; Essl, Andrea; Bieberstein, Frauke von; … - In: Measuring "nonstandard preferences" and their economic …, (pp. 7-34). 2016

Persistent link: https://www.econbiz.de/10011710528

Stress level of sales employees due to innovative strategies in automobile sector

Gigi G S; Shalini V - In: Journal of Contemporary Issues in Business and Government 26 (2020) 2, pp. 500-507

Persistent link: https://www.econbiz.de/10012505482

Kinks as goals: accelerating commissions and the performance of sales teams

Kuhn, Peter Joseph; Yu, Lizi - 2021

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

Persistent link: https://www.econbiz.de/10012431857