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Sales performance and social preferences
Essl, Andrea; Bieberstein, Frauke von; Kosfeld, Michael; … - 2018
We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10011855570
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Sales performance and social preferences
Essl, Andrea; Bieberstein, Frauke von; Kosfeld, Michael; … - 2018
We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10011845322
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Sales performance and social preferences
Essl, Andrea; Bieberstein, Frauke von; Kosfeld, Michael; … - 2018
Persistent link: https://www.econbiz.de/10011916289
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High efficiency selling : how superior salespeople get that way
Schiffman, Stephan - 1997
Persistent link: https://www.econbiz.de/10004338333
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25 Verkaufstechniken besonders erfolgreicher Verkäufer
Schiffman, Stephan - 1994 - Dt. Erstausg.
Persistent link: https://www.econbiz.de/10004182297
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Getting to "closed" : [a proven program to accelerate the sales cycle and increase commissions]
Schiffman, Stephan - 2002
Persistent link: https://www.econbiz.de/10004754590
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The 25 sales skills they don't teach at business school
Schiffman, Stephan - 2002
Persistent link: https://www.econbiz.de/10004755007
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Sales Performance and Social Preferences
Essl, Andrea - 2018
We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....
Persistent link: https://www.econbiz.de/10012919506
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Sales don't just happen : 26 proven strategies to increase sales in any market
Schiffman, Stephan - 2002
Persistent link: https://www.econbiz.de/10004773215
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The 25 sales habits of highly successful salespeople
Schiffman, Stephan - 2008 - 3rd ed
Persistent link: https://www.econbiz.de/10004910589