Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Raj Agnihotri, Wei Zhang
| Year of publication: |
2021
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|---|---|
| Authors: | Agnihotri, Raj ; Zhang, Wei |
| 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. 92.2021, p. 55-71
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| Subject: | B2B sales | Salesforce incentives | Metrics | Sales performance | Relative performance | Hierarchical Bayesian model | Benchmarks | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Benchmarking | Lieferantenmanagement | Supplier relationship management | Performance-Messung | Performance measurement | Leistungsanreiz | Performance incentive | Verkauf | Selling | Leistungsentgelt | Performance pay | Prinzipal-Agent-Theorie | Agency theory | Versicherung | Insurance |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2020.11.002 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012490935