Incentives versus reciprocity : insights from a field experiment

Doug J. Chung; Das Narayandas

Year of publication:	2015
Authors:	Chung, Doug J. ; Narayandas, Das
Publisher:	Cambridge, Mass. : Harvard Business School
Subject:	Verkaufspersonal \| Salespeople \| Vergütungssystem \| Compensation system \| Leistungsanreiz \| Performance incentive \| Arbeitsleistung \| Job performance \| Austauschtheorie \| Social exchange theory \| Dauerhafte Konsumgüter \| Durable goods \| Konsumgüterhandel \| Consumer products distribution \| Asien \| Asia

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