Managing laggards : the importance of a deep sales bench
Jeffrey P. Boichuk, Raghu Bommaraju, Michael Ahearne, Florian Kraus, and Thomas J. Steenburgh
| Year of publication: |
2019
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|---|---|
| Authors: | Boichuk, Jeffrey P. ; Bommaraju, Raghu ; Ahearne, Michael ; Kraus, Florian ; Steenburgh, Thomas J. |
| Published in: |
Journal of marketing research. - Thousand Oaks, CA : Sage Publishing, ISSN 1547-7193, ZDB-ID 2066604-4. - Vol. 56.2019, 4, p. 652-665
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| Subject: | advice networks | incentives | matching methods | punishments | sales force | Verkaufspersonal | Salespeople | Verkauf | Selling | Theorie | Theory | Strafe | Punishment | Anreiz | Incentives | Matching |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1177/0022243718824561 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012177613