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~isPartOf:"Journal of marketing research"
~subject:"Agency theory"
~subject:"incentives"
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Agency theory
incentives
Salespeople
8
Verkaufspersonal
8
Leistungsanreiz
3
Performance incentive
3
Prinzipal-Agent-Theorie
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Theorie
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Theory
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sales force compensation
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Incentives
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sales force
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Compensation system
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Internet marketing
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Ahearne, Michael
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Bhargava, Hemant K.
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Bommaraju, Raghu
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Challagalla, Goutam
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Jerath, Kinshuk
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Kraus, Florian
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Long, Fei
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Journal of marketing research
Journal of marketing research : JMR
3
Management science : journal of the Institute for Operations Research and the Management Sciences
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Journal of marketing
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2
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
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European journal of marketing
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European journal of operational research : EJOR
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European management review : EMR
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Handbook of the economics of marketing : Volume 1
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Industrial marketing management : the international journal for industrial and high-tech firms
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International journal of production economics
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Journal of modelling in management
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Labour economics : official journal of the European Association of Labour Economists
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Quantitative marketing and economics : QME
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ECONIS (ZBW)
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1
Involving sales managers in sales force compensation design
Waiser, Rob
- In:
Journal of marketing research
58
(
2021
)
1
,
pp. 182-201
Persistent link: https://www.econbiz.de/10012426510
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2
Multiperiod contracting and salesperson effort profiles : the optimality of "hockey stick," "giving up," and "resting on laurels"
Jerath, Kinshuk
;
Long, Fei
- In:
Journal of marketing research
57
(
2020
)
2
,
pp. 211-235
Persistent link: https://www.econbiz.de/10012180457
Saved in:
3
The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah
;
Murtha, Brian
;
Challagalla, Goutam
- In:
Journal of marketing research
57
(
2020
)
4
,
pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
Saved in:
4
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
5
Sales force compensation design for two-sided market platforms
Bhargava, Hemant K.
;
Rubel, Olivier
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 666-678
Persistent link: https://www.econbiz.de/10012177616
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