Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
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 | Benchmarking | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Performance-Messung | Performance measurement | Lieferantenmanagement | Supplier relationship management | Leistungsanreiz | Performance incentive | Leistungsentgelt | Performance pay |
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