Assessing sales contest effectiveness : the role of salesperson and sales district characteristics
Srinath Gopalakrishna, Jason Garrett, Murali K. Mantrala, Shrihari Sridhar
| Year of publication: |
September 2016
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|---|---|
| Authors: | Gopalakrishna, Srinath ; Garrett, Jason ; Mantrala, Murali K. ; Sridhar, Shrihari |
| Published in: |
Marketing letters : a journal of research in marketing. - Dordrecht [u.a.] : Springer, ISSN 0923-0645, ZDB-ID 1031012-5. - Vol. 27.2016, 3, p. 589-602
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| Subject: | Sales contests | Sales force management | Marketing strategy | Multilevel models | Verkaufspersonal | Salespeople | Verkauf | Selling | Marketingmanagement | Marketing management | Absatz | Sales | Verkaufsförderung | Sales promotion | Vertrieb | Physical distribution | Außendienst | Field sales force |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11002-014-9341-y [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011537287