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Research article

First published 2012-3

Managing Sales Force Compensation

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 1997-1

Effects of Goal-Directed Emotions on Salesperson Volitions,Behavior,and Performance: A Longitudinal Study

Steven P. Brown, William L. Cron, John W. Slocum

Journal of Marketing

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Research article

First published 1994-4

The Effect of Effort on Sales Performance and Job Satisfaction

Steven P. Brown, Robert A. Peterson

Journal of Marketing

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Research article

First published 1967-7

Are Your Messages Getting Through?

M. Dale Beckman

Journal of Marketing

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Research article

First published 2020-12

Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days

Scott Inks, Kenyatta Barber, Terry W. Loe [...]

Journal of Marketing Education

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Research article

First published 2004-10

Return on Investment Implications for Pharmaceutical Promotional Expenditures: The Role of Marketing-Mix Interactions

Sridhar Narayanan, Ramarao Desiraju, Pradeep K. Chintagunta

Journal of Marketing

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Research article

First published 2008-3

Pharmaceutical Branding: ‘To Brand or Not to Brand’

Stephen Griffiths

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2016-3

Motivating Sales Reps for Innovation Selling in Different Cultures

Sebastian Hohenberg, Christian Homburg

Journal of Marketing

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Research article

First published 2024

B2B Online Sales Pushes: Whether,When,and Why They Enhance Sales Performance

Vamsi K Kanuri, Johannes Habel, Nawar N Chaker [...]

Production and Operations Management

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