Effects of top-performer rewards on fellow salespeople : a double-edged sword
Year of publication: |
December 2017
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Authors: | Miao, C. Fred ; Evans, Kenneth R. ; Lie, Po-Chien |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 37.2017, 4, p. 280-297
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Subject: | top-performer rewards | customer relationship building | favoritism | selling skills | opportunism | sales performance | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Vergütungssystem | Compensation system | Qualifikation | Occupational qualification |
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