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Delegating pricing authority to sales agents : the impact of kickbacks
Kräkel, Matthias; Schöttner, Anja - In: Management science : journal of the Institute for … 66 (2020) 6, pp. 2686-2705
Persistent link: https://www.econbiz.de/10012254458
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Optimal sales force compensation in dynamic settings : commissions vs. bonuses
Schöttner, Anja - In: Management science : journal of the Institute for … 63 (2017) 5, pp. 1529-1544
Persistent link: https://www.econbiz.de/10011684783
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Leadership styles and labor market conditions
Dur, Robert A. J.; Kvaløy, Ola; Schöttner, Anja - In: Management science : journal of the Institute for … 68 (2022) 4, pp. 3150-3168
Persistent link: https://www.econbiz.de/10013368391
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Team diversity and incentives
Imhof, Lorens; Kräkel, Matthias - In: Management science : journal of the Institute for … 69 (2023) 4, pp. 2497-2516
Persistent link: https://www.econbiz.de/10014305421