Aligning marketing and sales in multi-channel marketing : compensation design for online lead generation and offline sales conversion
Somnath Banerjee, Pradeep Bhardwaj
| Year of publication: |
2019
|
|---|---|
| Authors: | Banerjee, Somnath ; Bhardwaj, Pradeep |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 105.2019, p. 293-305
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| Subject: | Marketing-sales interface | Multi-channel attribution | Online sales leads | Risk aversion | Sales compensation | Verkauf | Selling | Vertriebsweg | Distribution channel | Verkaufspersonal | Salespeople | Online-Handel | Online retailing | Marketing | Online-Marketing | Internet marketing | Absatz | Sales | Multikanalvertrieb | Multichannel strategy | Vertrieb | Physical distribution | Verkaufsförderung | Sales promotion | Konsumentenverhalten | Consumer behaviour | Electronic Commerce | E-commerce |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2019.06.016 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012128510