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First published 2004-04

Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces

William H. Murphy, Peter A. Dacin, Neil M. Ford

Journal of the Academy of Marketing Science

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Research article

First published 2017-8

Incentives versus Reciprocity: Insights from a Field Experiment

Doug J. Chung, Das Narayandas

Journal of Marketing Research

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Research article

First published 2007-3

Marketing Metrics: Innovation in Field Force Bonuses: Enhancing Motivation through a Structured Process-Based Approach

Roger Turner, Christophe Lasserre, Pascal Beauchet

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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Research article

First published 2021-8

Increasing Team Performance by Sharing Success

Hua Chen, Kevin Chung

Journal of Marketing Research

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Research article

First published 2018-6

Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention

Madhu Viswanathan, Xiaolin Li, George John [...]

Journal of Marketing Research

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Research article

First published 2018-9

Self-Selected Sales Incentives: Evidence of their Effectiveness,Persistence,Durability,and Underlying Mechanisms

Raghu Bommaraju, Sebastian Hohenberg

Journal of Marketing

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Case report

First published 2023

Rural Sales Force Retention: Dilemma of Accurate Adhesives

Pooja Gupta, Mallika Srivastava, Semila Fernandes

Asian Journal of Management Cases

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Research article

First published 2008-9

Performance Implications of Adopting a Customer-Focused Sales Campaign

V. Kumar, Rajkumar Venkatesan, Werner Reinartz

Journal of Marketing

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Research article

First published 2011-4

Mobile Sales Force Automation

Afshan Kirmani

Ergonomics in Design: The Quarterly of Human Factors Applications

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Research article

First published 1994-10

Performance,Attribution,and Expectancy Linkages in Personal Selling

Wesley J. Johnston, Keysuk Kim

Journal of Marketing

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