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person:"Steenburgh, Thomas J."
~person:"Lam, Son K."
~subject:"Theorie"
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Salespeople
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Performance pay
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Steenburgh, Thomas J.
Lam, Son K.
Bardey, David
5
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Journal of marketing
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Journal of the Academy of Marketing Science
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Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
1
The journal of personal selling & sales management : JPSSM
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
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:
3
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
4
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
5
Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Chung, Doug J.
;
Steenburgh, Thomas J.
;
Sudhir, K.
- In:
Marketing science : the marketing journal of the …
33
(
2014
)
2
,
pp. 165-187
Persistent link: https://www.econbiz.de/10010358794
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