How to deal with unprofitable customers? : a salesforce compensation perspective
Year of publication: |
2013
|
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Authors: | Banerjee, Sumitro ; Thevaranjan, Alex |
Publisher: |
Berlin : European School of Management and Technology |
Subject: | Salesforce compensation | target markets | adverse selection | screening | pooling | principal-agent models | agency theory | Theorie | Theory | Prinzipal-Agent-Theorie | Agency theory | Adverse Selektion | Adverse selection |
Extent: | Online-Ressource (PDF-Datei: 27, VI S.) |
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Series: | ESMT working paper. - Berlin : [Verlag nicht ermittelbar], ISSN 1866-3494, ZDB-ID 2499418-2. - Vol. 13-05 |
Type of publication: | Book / Working Paper |
Type of publication (narrower categories): | Arbeitspapier ; Working Paper ; Graue Literatur ; Non-commercial literature |
Language: | English |
Notes: | Systemvoraussetzungen: Acrobat reader |
Other identifiers: | hdl:10419/96588 [Handle] |
Source: | ECONIS - Online Catalogue of the ZBW |
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