Targeting and salesforce compensation : when sales spill over to unprofitable customers
Sumitro Banerjee, Alex P. Thevaranjan
| Year of publication: |
2019
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|---|---|
| Authors: | Banerjee, Sumitro ; Thevaranjan, Alex P. |
| Published in: |
Quantitative marketing and economics : QME. - Dordrecht [u.a.] : Springer Science + Business Media, ISSN 1570-7156, ZDB-ID 2114104-6. - Vol. 17.2019, 1, p. 81-104
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| Subject: | Salesforce compensation | Targeting | Principal-agent models | Agency theory | Prinzipal-Agent-Theorie | Verkaufspersonal | Salespeople | Theorie | Theory | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Leistungsanreiz | Performance incentive |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11129-018-9208-2 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012016455