Incentives versus reciprocity : insights from a field experiment
Doug J. Chung and Das Narayandas
| Year of publication: |
August 2017
|
|---|---|
| Authors: | Chung, Doug J. ; Narayandas, Das |
| Published in: |
Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 54.2017, 4, p. 511-524
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| Subject: | sales force compensation | field experiment | heterogeneity | loss aversion | reciprocity | Verkaufspersonal | Salespeople | Experiment | Vergütungssystem | Compensation system | Austauschtheorie | Social exchange theory | Leistungsanreiz | Performance incentive | Feldforschung | Field research | Arbeitsleistung | Job performance | Risikoaversion | Risk aversion |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1509/jmr.15.0174 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011743659