The comprehensive effects of sales force management : a dynamic structural analysis of selection, compensation, and training
Doug J. Chung, Byungyeon Kim, Byoung G. Park
| Year of publication: |
2021
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|---|---|
| Authors: | Chung, Doug J. ; Kim, Byungyeon ; Park, Byoung Gun |
| Published in: |
Management science : journal of the Institute for Operations Research and the Management Sciences. - Catonsville, MD : INFORMS, ISSN 0025-1909, ZDB-ID 206345-1. - Vol. 67.2021, 11, p. 7046-7074
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| Subject: | sales force compensation | training | selection | recruiting | termination | hyperbolic discounting | present bias | dynamic structural models | identification | Verkaufspersonal | Salespeople | Betriebliches Bildungsmanagement | Employer-provided training | Vergütungssystem | Compensation system |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1287/mnsc.2020.3853 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012703786