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Year of publication
Subject
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Verkaufspersonal 2,303 Salespeople 2,291 Verkauf 836 Selling 821 Beziehungsmarketing 553 Relationship marketing 550 B-to-B-Marketing 244 Business-to-business marketing 244 Konsumentenverhalten 243 Consumer behaviour 242 USA 197 United States 196 Einzelhandel 182 Retail trade 174 Customer satisfaction 168 Kundenzufriedenheit 168 Arbeitszufriedenheit 167 Job satisfaction 167 Lieferantenmanagement 167 Supplier relationship management 167 Arbeitsleistung 162 Job performance 161 Sales 158 Arbeitsverhalten 149 Work behaviour 149 Theorie 136 Dienstleistungsqualität 135 Leistungsmotivation 135 Theory 135 Verkäufer 135 Service quality 134 Work motivation 133 Deutschland 126 Emotion 115 Customer service 114 Kundenservice 114 Erfolgsfaktor 113 Germany 108 Success factor 108 Absatz 103
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Online availability
All
Undetermined 883 Free 265
Type of publication
All
Article 1,747 Book / Working Paper 681
Type of publication (narrower categories)
All
Article in journal 1,620 Aufsatz in Zeitschrift 1,620 Aufsatz im Buch 125 Book section 125 Graue Literatur 98 Non-commercial literature 98 Hochschulschrift 82 Working Paper 74 Arbeitspapier 70 Ratgeber 60 Thesis 55 Guidebook 46 Case study 31 Fallstudie 31 Collection of articles of several authors 23 Sammelwerk 23 Lehrbuch 17 Textbook 16 Dissertation u.a. Prüfungsschriften 12 Aufsatzsammlung 7 Conference paper 7 Glossar enthalten 7 Glossary included 7 Handbook 7 Handbuch 7 Konferenzbeitrag 7 Amtsdruckschrift 5 Collection of articles written by one author 5 Government document 5 Sammlung 5 Bibliografie enthalten 3 Bibliography included 3 Article 2 Interview 2 Konferenzschrift 2 Reprint 2 Research Report 2 Aufgabensammlung 1 Bibliografie 1 CD-ROM, DVD 1
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Language
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English 2,136 German 255 Undetermined 31 French 5 Spanish 1
Author
All
Ahearne, Michael 35 Agnihotri, Raj 33 Rapp, Adam 26 Wieseke, Jan 22 Hughes, Douglas E. 21 Jaramillo, Fernando 21 Alavi, Sascha 20 Friend, Scott B. 20 Rutherford, Brian N. 19 Schwepker, Charles H. <Jr.> 19 Bolander, Willy 18 Johnson, Jeff S. 18 Rangarajan, Deva 18 Chaker, Nawar N. 17 Guenzi, Paolo 17 Schmitz, Christian 17 Singh, Ramendra 17 Evans, Kenneth R. 16 Habel, Johannes 16 Homburg, Christian 16 Lam, Son K. 16 Marshall, Greg W. 16 Pullins, Ellen 16 Verbeke, Willem J. M. I. 16 Itani, Omar S. 15 Onyemah, Vincent 15 Mallin, Michael L. 14 Mulki, Jay P. 14 Panagopoulos, Nikolaos G. 14 Zablah, Alex R. 14 Bagozzi, Richard P. 13 Bush, Alan J. 13 Haas, Alexander 13 Hochstein, Bryan 13 Lee, Nick 13 Madhani, Pankaj M. 13 DeCarlo, Thomas E. 12 Plouffe, Christopher R. 12 Albers, Sönke 11 Dugan, Riley 11
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Institution
All
National Bureau of Economic Research 5 Springer Fachmedien Wiesbaden 5 Erasmus Research Institute of Management 2 National Industrial Conference Board 2 AMACOM 1 Alexander Group, Inc. 1 American Marketing Association 1 Arbeitnehmerkammer Bremen 1 Books on Demand GmbH <Norderstedt> 1 Bundesanstalt für Arbeitsschutz und Arbeitsmedizin 1 Conference Board's Division of Management Research 1 Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart> 1 Forum Berufsbildung 1 GABAL-Verlag GmbH 1 Graduate School of Business Administration, Harvard University 1 IGI Global 1 Institut Arbeit und Wirtschaft 1 Institut de socio-économie des entreprises et des organisations / Colloque d'automne <29., 2016, Lyon> 1 Institut für Ausländisches Recht und Rechtsvergleichung 1 Landesinstitut Sozialforschungsstelle <Dortmund> 1 RWTH Aachen 1 Real Estate Education Company 1 Technische Universität Dortmund / Juniorprofessur für Dienstleistungsmanagement 1 The Sales Educators <Maitland, Fla.> 1 U.S. Senate 1 United States / Congress / Joint Committee on Atomic Energy / Subcommittee on Communities 1 Universität Bamberg <1979-1988> 1 Universität Kassel 1 Universität St. Gallen 1 Verlag C.H. Beck 1 Verlag Dr. Kovač 1 Verlag Franz Vahlen 1 expert-Verlag GmbH Fachverlag für Wirtschaft und Technik 1
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Published in...
All
The journal of personal selling & sales management : JPSSM 152 Industrial marketing management : the international journal for industrial and high-tech firms 142 Journal of business research : JBR 107 The journal of business & industrial marketing 73 Journal of personal selling & sales management 66 Journal of the Academy of Marketing Science 58 Journal of retailing and consumer services 40 Journal of marketing 37 Journal of business-to-business marketing 30 The service industries journal 28 SpringerLink / Bücher 26 Journal of marketing theory and practice 25 Journal of business ethics : JOBE 20 Journal of marketing education : JME 20 Journal of retailing 20 Journal of marketing research : JMR 19 European journal of marketing : EJM 18 The Oxford handbook of strategic sales and sales management 15 International journal of retail & distribution management 14 Psychology & marketing 14 Journal of marketing theory and practice : JMTP 13 Journal of service research 12 Journal of service research : JSR 12 Marketing letters : a journal of research in marketing 11 European journal of marketing 10 Journal of marketing channels : ... distribution systems, strategy, and management 10 Marketing intelligence & planning 10 Harvard-Business-Manager : das Wissen der Besten 9 International journal of hospitality management 9 International journal of research in marketing : IJRM ; official journal of the European Marketing Academy 9 Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS 9 Journal of managerial issues : JMI 9 Journal of strategic marketing 9 Management science : journal of the Institute for Operations Research and the Management Sciences 9 Sales management : a multinational perspective 9 Harvard business review : HBR 8 Journal of marketing management : MM 8 Journal of marketing research 8 Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences 8 The marketing review 8
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Source
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ECONIS (ZBW) 2,330 USB Cologne (EcoSocSci) 88 EconStor 9 OLC EcoSci 1
Showing 1 - 50 of 2,428
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Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri; Salonen, Anna; Yrjänen, Meri - In: The journal of business & industrial marketing 38 (2023) 2, pp. 337-352
Persistent link: https://ebtypo.dmz1.zbw/10013539269
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Fostering creative selling through ethics : an emotion-based approach
Bande, Belén; Castro-González, Sandra; … - In: Business ethics, the environment & responsibility 32 (2023) 1, pp. 211-225
Persistent link: https://ebtypo.dmz1.zbw/10013471930
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When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity
Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682
Persistent link: https://ebtypo.dmz1.zbw/10014225994
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Customer satisfaction and sale performance in New York State brewery tasting rooms
Li, Jie; Wagner, Sara M.; Gómez, Miguel I.; Mansfield, … - In: Agricultural and resource economics review : ARER 52 (2023) 1, pp. 132-150
Persistent link: https://ebtypo.dmz1.zbw/10014253703
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Internal marketing and salespeople's out-of-role behaviour : the mediating role of job satisfaction
Yi, Ho Taek; Cho, Yeonjin; Amenuvor, Fortune Edem - In: European research on management and business economics 29 (2023) 2, pp. 1-13
This study examines the effect of internal marketing (IM) on salespeople's in-role and out-of-role behaviours and how these behaviours affect customer satisfaction and sales performance. It also tests the mediating role of job satisfaction as an emotional response and adopts survey design. Data...
Persistent link: https://ebtypo.dmz1.zbw/10014295378
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Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert; Helm, Roland; Schmitz, Christian; … - In: The journal of product innovation management : an … 40 (2023) 1, pp. 120-136
Persistent link: https://ebtypo.dmz1.zbw/10014291979
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Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin; Wouters, Marc - In: Journal of personal selling & sales management 43 (2023) 1, pp. 46-64
Persistent link: https://ebtypo.dmz1.zbw/10014293059
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The route to well-being at workplace : examining the role of job insecurity and its antecedents
Saeed, Sumera; Hassan, Ibn e; Dastgeer, Ghulam; Iqbal, … - In: European journal of management and business economics : … 32 (2023) 1, pp. 47-72
Purpose The current study focuses on the role of antecedents to prevent perceived job insecurity and mitigate its negative impacts on work-related well-being. The study examined variables of the resourceful environment (effective organizational communication and involvement), conserved resources...
Persistent link: https://ebtypo.dmz1.zbw/10014318757
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A theory of predictive sales analytics adoption
Habel, Johannes; Alavi, Sascha; Heinitz, Nicolas - In: AMS review : official publication of the Academy of … 13 (2023) 1/2, pp. 34-54
Persistent link: https://ebtypo.dmz1.zbw/10014327814
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Aufwertungsoptionen bei "systemrelevanten" Berufsgruppen in der Corona-Pandemie?
Friemer, Andreas; Warsewa, Günter - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013440266
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Niche based relational capability to increase salespeople performance in small and medium enterprises
Udayana, Ida Bagus Nyoman - In: Verslas : teorija ir praktika : Vilniaus Gedimino … 23 (2022) 1, pp. 141-153
The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it is supported by reliable, smart and hardworking salesperson. To create a professional salesperson, enterprises need to provide a guidance, for example, in the form of practical...
Persistent link: https://ebtypo.dmz1.zbw/10013206227
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Price delegation with learning agents
Atasu, Atalay; Ciocan, Dragos Florin; Désir, Antoine - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013175838
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The ambivalent role of monetary sales incentives in service innovation selling
Alavi, Sascha; Böhm, Eva; Habel, Johannes; Wieseke, Jan; … - In: The journal of product innovation management : an … 39 (2022) 3, pp. 445-463
Persistent link: https://ebtypo.dmz1.zbw/10013187388
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Frontline employee inspiration in retailing : conceptualization, scale development, sources, and customer outcomes
Neumüller, Kathrin - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013188011
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Organisational and environmental indicators of B2B sellers' sales performance in services firms
Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European business review 34 (2022) 4, pp. 578-602
Persistent link: https://ebtypo.dmz1.zbw/10013412243
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The impact of social capital and transaction efficacy on salesperson performance
Mallapragada, Girish; Gupta, Aditya; Josephson, Brett - In: Production and operations management : the flagship … 31 (2022) 9, pp. 3525-3542
Persistent link: https://ebtypo.dmz1.zbw/10013419341
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The mediation effect of female customer orientation on the relationship between womenomics and product sales
Park, Hyun Jung; Choi, Hyang Mi - In: Journal of international trade & commerce 18 (2022) 1, pp. 105-115
Persistent link: https://ebtypo.dmz1.zbw/10013482759
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Toward a shared leadership environment : insights into retail salespeople's work environment
Berg, Alexandra Martina van der; Foege, Johann Nils; … - In: Journal of personal selling & sales management 42 (2022) 2, pp. 121-138
Persistent link: https://ebtypo.dmz1.zbw/10013361666
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Improving assessment center criterion validity for salesperson selection : a socioanalytic approach
Kückelhaus, Bastian P.; Titze, Julia L.; Blickle, Gerhard - In: Journal of personal selling & sales management 42 (2022) 3, pp. 209-224
Persistent link: https://ebtypo.dmz1.zbw/10013361683
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Dealing with time in the multiple traveling salespersons problem with moving targets
Stieber, Anke; Fügenschuh, Armin - In: Central European journal of operations research 30 (2022) 3, pp. 991-1017
Persistent link: https://ebtypo.dmz1.zbw/10013260165
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Toward digital service-sales ambidexterity in industrial firms : a microfoundations perspective
Classen, Moritz - 2022
Persistent link: https://ebtypo.dmz1.zbw/10013348897
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Aufwertungsoptionen bei "systemrelevanten" Berufsgruppen in der Corona-Pandemie?
Friemer, Andreas; Warsewa, Günter - Arbeitnehmerkammer Bremen; Institut Arbeit und Wirtschaft - 2022 - 1. Auflage
Während der Corona-Pandemie ist für etliche Berufsgruppen eine enorme Diskrepanz zwischen “Systemrelevanz” und gesellschaftlicher Anerkennung beziehungsweise Wertschätzung deutlich geworden. Dies verweist auf die Frage nach den gesellschaftlichen Bewertungskriterien für Arbeit und...
Persistent link: https://ebtypo.dmz1.zbw/10013433308
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The Effect of Incentive Disclosure on Salespeople’s Performance with Customers
Bozkurt Umur, Itir; Brandes, Leif; Alavi, Sascha - 2022
Sales incentives are omnipresent in sales organizations. Numerous studies have thus analyzed the effect of sales incentives on sales force motivation and performance. At the same time, extant research portrays customer knowledge of sales incentives predominantly as a burden for the customer-firm...
Persistent link: https://ebtypo.dmz1.zbw/10014077574
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Looking Through the Glassdoor : The Stories that B2b Salespeople Tell
Lam, Joey; Mulvey, Michael S.; Robson, Karen - 2022
A good understanding of B2B salespeople's employment experiences could better inform strategies to enhance their job satisfaction and reduce job turnover. This study analyzed more than 50K salespersons' social media posts on the job review website Glassdoor.com to identify the types of stories...
Persistent link: https://ebtypo.dmz1.zbw/10014085849
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Optimal Incentives for Salespeople with Learning Potential
Gao, Long - 2022
We study a compensation problem for salespeople with learning potential. In our model, both the firm and sales agent are risk neutral and forward-looking; the agent can privately observe his skill, exert effort, and learn from experience; the firm can learn from the agent's choice and revise sales...
Persistent link: https://ebtypo.dmz1.zbw/10014078035
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Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42
The association between selling orientation and customer orientation and sales success has been a matter of intensive research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which attitudes predispose salespeople for high...
Persistent link: https://ebtypo.dmz1.zbw/10014246502
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Effects of Customer Incivility on Frontline Employees and the Moderating Role of Supervisor Leadership Style
Boukis, Achilleas; Koritos, Christos; Daunt, Kate L.; … - 2022
Customer incivility toward frontline employees (FLEs) is a widespread phenomenon within tourism and hos-pitality industries, severely depleting the psychological resources of FLEs and delivered customer service. Drawing on the job demands-resources and conservation of resources frameworks, the...
Persistent link: https://ebtypo.dmz1.zbw/10014241228
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A Brief Review on CRM, Salesforce and Reasons Stating Salesforce as One of the Top CRM’s
Sunkari, Saideep - 2022
In order to manage and analyse customer interactions and data across the customer lifecycle, businesses employ a mix of practises, strategies, a technology is developed and is called customer relationship management (CRM). The goal is to strengthen interactions with customers in order to promote...
Persistent link: https://ebtypo.dmz1.zbw/10013403981
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A Brief Review on CRM, Salesforce and Reasons Stating Salesforce as One of the Top CRM’s
Sunkari, Saideep - 2022
In order to manage and analyse customer interactions and data across the customer lifecycle, businesses employ a mix of practises, strategies, and technology called customer relationship management (CRM). The goal is to strengthen interactions with customers in order to promote client retention...
Persistent link: https://ebtypo.dmz1.zbw/10013404035
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Relationship between creativity, adaptive selling, and sales performance : the moderating role of job satisfaction
Banerjee, Bidisha; Bag, Sudin - In: Asian Academy of Management journal 27 (2022) 2, pp. 83-105
Despite the sound number of research work on creativity, a few researchers have paid attention to the mediating role of job satisfaction between creativity, adaptive selling, and sales performance. The present study investigates the direct relationship between the salesperson’s creativity and...
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Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712
Persistent link: https://ebtypo.dmz1.zbw/10013389228
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Start-ups for sale!
Norbäck, Pehr-Johan; Persson, Lars; Svensson, Roger - 2022
When should entrepreneurs choose to enter the market with a start-up? And when should they sell their invention or business idea? New research on how entrepreneurs decide between entry and sale offers significant insights for policy makers concerned about economic welfare. At first glance, the...
Persistent link: https://ebtypo.dmz1.zbw/10013296076
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The importance of emotional intelligence for the sales associates profession as a mediation between job stress and job satisfaction
Sandroto, Christine Winstinindah; Fransiska, Jessica - In: International journal of management and economics 57 (2021) 4, pp. 331-342
Sales associates need emotional intelligence (EI) in dealing with job stress and perceived job satisfaction. So far, there has been no research that explains the effect of job stress on job satisfaction with EI as a mediating variable in the sales associate profession. This study examines EI's...
Persistent link: https://ebtypo.dmz1.zbw/10012821529
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B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
Persistent link: https://ebtypo.dmz1.zbw/10012802187
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Kinks as goals: accelerating commissions and the performance of sales teams
Kuhn, Peter Joseph; Yu, Lizi - 2021
We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...
Persistent link: https://ebtypo.dmz1.zbw/10012431857
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Measuring the effectiveness of salespeople : evidence from a cold-drink market
Jin, Haofeng; Lu, Zhentong - 2021 - Last updated: August 20, 2021
Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese...
Persistent link: https://ebtypo.dmz1.zbw/10012604750
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Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
Persistent link: https://ebtypo.dmz1.zbw/10012664721
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Do customer discounts affect frontline employees?
Troebs, Cord-Christian; Wagner, Tillmann; Herzog, Walter - In: Journal of service research 24 (2021) 3, pp. 390-404
Persistent link: https://ebtypo.dmz1.zbw/10012592945
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Closing techniques for selling software innovations
Kozludzhova, Katerina - In: Marketing i menedžment innovacij : m&mi (2021) 3, pp. 223-236
Persistent link: https://ebtypo.dmz1.zbw/10013162695
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Performance management through compensation and motivation : an intervention study beyond pay for performance in the sales force
Solbach, Jonas - 2021
Persistent link: https://ebtypo.dmz1.zbw/10013332597
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Relationship between Virtual Leader’s Style and Performance of Sales Teams in Telecommunication Companies
2021
The commercialization of the Internet and the widespread use of information technology have enabled many organizations to enhance their business processes and expand their markets. Virtual sales teams allow the flexibility and convenience of working anywhere and building a geographically diverse...
Persistent link: https://ebtypo.dmz1.zbw/10014086519
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We are Not on the Same Page : The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship Performance
Mangus, Stephanie; Jones, Eli; Folse, Judith Anne Garretson - 2021
Trust is critical in buyer-seller relationships and the vast literature in this area expounds on its importance. However, only recently have scholars begun to explore the role of inaccurate perceptions of trust. These inaccurate perceptions matter because salespeople are more likely to...
Persistent link: https://ebtypo.dmz1.zbw/10014087205
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Moderating Effects of Retail Operations and Hard-Sell Sales Techniques on salesperson’s Interpersonal Skills and Customer Repurchase Intention
Muzumdar, Prathamesh; Basyal, Ganga Prasad; Vyas, Piyush - 2021
Salesperson’s interpersonal skills have always played an important role in influencing various stages of customer’s purchase decision. With the increase in retail outlets and merchandisers, retail operations have taken a pivotal role in influencing the salesperson’s sales practices and...
Persistent link: https://ebtypo.dmz1.zbw/10014089856
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The Death of the Salesmen? Effect of B2B Online Channel Introduction on Offline Sales Performance
Josephson, Brett; Lee, Ju-Yeon; Sridhar, Shrihari - 2021
B2B markets are increasingly shifting toward online channels, but online transactions still only represent only a small fraction of total sales. This creates a hybrid channel, where some products exist in a multi-channel environment and others do not (i.e., offline exclusive, mixed channel,...
Persistent link: https://ebtypo.dmz1.zbw/10014089187
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Empirical Study to Explore the Influence of Salesperson’s Customer Orientation on Customer Loyalty
Muzumdar, Prathamesh; Kurian, George - 2021
This study tries to examine the influence of salesperson’s customer orientation on Customer Loyalty. Customer orientation is the approach taken by a salesperson to improve customer relationship and increase sales. Many organizations prefer sales orientation as a strategic approach towards...
Persistent link: https://ebtypo.dmz1.zbw/10013245152
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Wage transparency and social comparison in salesforce compensation
Long, Xiaoyang; Nasiry, Javad - 2021
When wages are transparent, sales agents may compare their pay with that of their peers and experience positive or negative feelings if those peers are paid (respectively) less or more. We investigate the implications of such social comparisons on sales agents’ effort decisions and their...
Persistent link: https://ebtypo.dmz1.zbw/10013224440
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Shuffling as a Sales Tactic : An Experimental Study of Selling Expert Advice
Shi, Qichao; Dearden, James A.; Lai, Ernest - 2021
We experimentally investigate the strategic interaction between a product expert and a consumer. The expert privately chooses a ranking methodology to rank two products with uncertain relative merits; the consumer decides whether to acquire the resulting ranking report to guide her product...
Persistent link: https://ebtypo.dmz1.zbw/10013238861
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Impact of Brand on Sales Performance
Jeswani, Kamya - 2021
This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in...
Persistent link: https://ebtypo.dmz1.zbw/10013214381
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Measuring the Effectiveness of Salespeople : Evidence from a Cold Drinks Market
Jin, Haofeng; Lu, Zhentong - 2021
Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese...
Persistent link: https://ebtypo.dmz1.zbw/10013215114
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Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams
Kuhn, Peter; Yu, Lizi - 2021
We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...
Persistent link: https://ebtypo.dmz1.zbw/10013246032
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