Search Results - subject:"salesforce incentives"

Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry

Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71

Persistent link: https://www.econbiz.de/10012490935

Salesforce incentives and remanufacturing

Kovach, Jeremy J.; Atasu, Atalay; Banerjee, Sumitro - In: Production and operations management : the flagship … 27 (2018) 3, pp. 516-530

Persistent link: https://www.econbiz.de/10011970027

Salesforce Compensation: Theory and Managerial Implications

Coughlan, Anne T.; Sen, Subrata K. - In: Marketing Science 8 (1989) 4, pp. 324-342

This paper discusses recent advances in the study of salesforce motivation and compensation. Special emphasis is given to quantitative approaches from the economics, finance, and marketing literatures. The paper summarizes the findings in this analytical work in the context of some examples of...

Persistent link: https://www.econbiz.de/10008787682