The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Year of publication: |
2020
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Authors: | Magnotta, Sarah ; Murtha, Brian ; Challagalla, Goutam |
Published in: |
Journal of marketing research. - Thousand Oaks, CA : Sage Publishing, ISSN 1547-7193, ZDB-ID 2066604-4. - Vol. 57.2020, 4, p. 695-716
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Subject: | effort | incentive dilemma | incentives | legitimacy | sales managers | spiffs | training | training transfer | Betriebliches Bildungsmanagement | Employer-provided training | Verkaufspersonal | Salespeople | Leistungsanreiz | Performance incentive | Leistungsmotivation | Work motivation | Personalentwicklung | Human resource development | Anreiz | Incentives | Weiterbildung | Further training | Berufsbildung | Vocational training |
Type of publication: | Article |
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Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
Language: | English |
Other identifiers: | 10.1177/0022243720926176 [DOI] 10.1177%2F0022243720926176 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
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