Delegating slotting allowance authority to the sales force
Year of publication: |
August 2016
|
---|---|
Authors: | Rowe, William J. ; Skinner, Steven J. |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 57.2016, p. 159-165
|
Subject: | Slotting allowances | Delegating salesperson authority | Cognitive evaluation theory | Intrinsic motivation | Extrinsic motivation | Salesperson performance | Verkaufspersonal | Salespeople | Motivation | Kooperative Führung | Participative leadership | Theorie | Theory | Leistungsanreiz | Performance incentive | Prinzipal-Agent-Theorie | Agency theory | Leistungsmotivation | Work motivation | Verkaufsförderung | Sales promotion | Lieferantenmanagement | Supplier relationship management | Kognition | Cognition | Verkauf | Selling |
-
Good, Valerie, (2022)
-
Productivity dynamics, performance feedback and group incentives in a sales organization
Aakvik, Arild, (2017)
-
Angst, Lukas, (2014)
- More ...
-
Unpacking the efficacy of organizational routines in the financial services industry
Lemken, Russell K., (2020)
-
Dellana, Scott, (2019)
-
Mitigating counterfeit risk in the supply chain : an empirical study
Kros, John F., (2019)
- More ...