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isPartOf:"Journal of marketing research : JMR"
~isPartOf:"Marketing letters : a journal of research in marketing"
~subject:"Anreiz"
~subject:"Marketingmanagement"
~subject:"Salespeople"
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Anreiz
Marketingmanagement
Salespeople
Selling
17
Verkauf
17
Verkaufspersonal
10
Leistungsanreiz
3
Performance incentive
3
Theorie
3
Theory
3
Agency theory
2
Compensation system
2
Consumer behaviour
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Kaufleute
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Konsumentenverhalten
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Marketing management
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Merchants
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Personal selling
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Prinzipal-Agent-Theorie
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Sales
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Sales promotion
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Vergütungssystem
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Verkaufsförderung
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incentives
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sales force
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1982
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1987
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Absatz
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Advertising effects
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Arbeitsgruppe
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Auction
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Auction theory
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Auktionstheorie
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Hess, James D.
2
Yang, Ying
2
Acito, Frank
1
Agnihotri, Raj
1
Ahearne, Michael
1
Bommaraju, Raghu
1
Chen, Hua
1
Daljord, Øystein
1
Day, Ralph L.
1
Dickson, Peter R.
1
Dugan, Riley
1
Garcia-Collart, Tessa
1
Garrett, Jason
1
Good, Valerie
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Gopalakrishna, Srinath
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Hall, Zachary R.
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Hughes, Douglas E.
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John, George
1
Kalra, Ashish
1
LaBrecque, Alexander C.
1
Lam, Son K.
1
Lee, Hanjoon
1
Li, Xiaolin
1
Lim, Noah
1
Mantrala, Murali K.
1
Mas, Erick M.
1
Misra, Sanjog
1
Nair, Harikesh
1
Narasimhan, Om
1
Sridhar, Shrihari
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Syam, Niladri
1
Syam, Niladri B.
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Tanenbaum, Jaclyn L.
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Tirunillai, Seshadri
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Journal of marketing research : JMR
Marketing letters : a journal of research in marketing
Industrial marketing management : the international journal for industrial and high-tech firms
82
The journal of personal selling & sales management : JPSSM
60
Journal of personal selling & sales management
47
Journal of business research : JBR
44
The journal of business & industrial marketing
36
Journal of the Academy of Marketing Science
22
Journal of marketing education : JME
17
Journal of marketing
16
Journal of business-to-business marketing
14
European journal of marketing : EJM
10
Journal of retailing and consumer services
10
Journal of strategic marketing
10
European journal of marketing
9
SpringerLink / Bücher
9
Journal of business ethics : JOBE
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Vision : the journal of business perspective
7
Asia Pacific journal of marketing and logistics
6
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
6
Bringing technology to market: trends, cases, solutions
5
Business horizons
5
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Journal of retailing
5
Journal of service research
5
Management science : journal of the Institute for Operations Research and the Management Sciences
4
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
4
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
4
Proceedings series / American Marketing Association
4
Quantitative marketing and economics : QME
4
Strategic sales and strategic marketing
4
The Oxford handbook of strategic sales and sales management
4
Central European business review : CEBR
3
International journal of logistics : research and applications
3
International journal of retail & distribution management
3
Italian journal of marketing : ITJM
3
Journal of financial services marketing : JFSM
3
Journal of marketing analytics : JMA
3
Journal of marketing research
3
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ECONIS (ZBW)
11
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1
The effect of trust in management on salespeople’s selling orientation
Dickson, Peter R.
;
Mas, Erick M.
;
Van Solt, Michelle
; …
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 381-397
Persistent link: https://www.econbiz.de/10013454576
Saved in:
2
"A little competition goes a long way" : substitutive effects of emotional intelligence and workplace competition on salesperson creative selling
Kalra, Ashish
;
Dugan, Riley
;
Agnihotri, Raj
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 399-413
Persistent link: https://www.econbiz.de/10013454579
Saved in:
3
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
4
When do group incentives for salespeople work?
Lim, Noah
;
Chen, Hua
- In:
Journal of marketing research : JMR
51
(
2014
)
3
,
pp. 320-334
Persistent link: https://www.econbiz.de/10010380956
Saved in:
5
Is cash king for sales compensation plans? : evidence from a large-scale field intervention
Viswanathan, Madhu
;
Li, Xiaolin
;
John, George
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
3
,
pp. 368-381
Persistent link: https://www.econbiz.de/10011878704
Saved in:
6
The impact of mergers and acquisitions on the sales force
Bommaraju, Raghu
;
Ahearne, Michael
;
Hall, Zachary R.
; …
- In:
Journal of marketing research : JMR
55
(
2018
)
2
,
pp. 254-264
Persistent link: https://www.econbiz.de/10011845009
Saved in:
7
Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein
;
Misra, Sanjog
;
Nair, Harikesh
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 161-182
Persistent link: https://www.econbiz.de/10011485249
Saved in:
8
Can sales uncertainty increase firm profits?
Syam, Niladri
;
Hess, James D.
;
Yang, Ying
- In:
Journal of marketing research : JMR
53
(
2016
)
2
,
pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
Saved in:
9
Assessing sales contest effectiveness : the role of salesperson and sales district characteristics
Gopalakrishna, Srinath
;
Garrett, Jason
;
Mantrala, Murali K.
- In:
Marketing letters : a journal of research in marketing
27
(
2016
)
3
,
pp. 589-602
Persistent link: https://www.econbiz.de/10011537287
Saved in:
10
Sales contests versus quotas with imbalanced territories
Syam, Niladri B.
;
Hess, James D.
;
Yang, Ying
- In:
Marketing letters : a journal of research in marketing
24
(
2013
)
3
,
pp. 229-224
Persistent link: https://www.econbiz.de/10009786897
Saved in:
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