The role of status and leadership style in sales contests : a natural field experiment
Willem Verbeke, Richard P. Bagozzi, Frank D. Belschak
| Year of publication: |
October 2016
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| Authors: | Verbeke, Willem J. M. I. ; Bagozzi, Richard P. ; Belschak, Frank |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 69.2016, 10, p. 4112-4120
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| Subject: | Sales contest | Incentives | Tournament theory | Status theory | Field experiment | Leadership | Führungsstil | Leadership style | Feldforschung | Field research | Experiment | Theorie | Theory | Leistungsanreiz | Performance incentive | Sozialer Status | Social status | Anreiz | Wettbewerb | Competition | Extensives Spiel | Extensive form game | Verkaufspersonal | Salespeople |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2016.03.040 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011553934