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Articles (36)

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1-10 of 36 results for sales force compensation

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Select article: Involving Sales Managers in Sales Force Compensation Design

Open access

Research article

First published 2021-2

Involving Sales Managers in Sales Force Compensation Design

Rob Waiser

Journal of Marketing Research

Select article: Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

Retricted access

Research article

First published 2016-4

Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

Øystein Daljord, Sanjog Misra, Harikesh S. Nair

Journal of Marketing Research

Select article: The Incentive and Selection Roles of Sales Force Compensation Contracts

Retricted access

Research article

First published 2011-8

The Incentive and Selection Roles of Sales Force Compensation Contracts

Desmond (HO-FU) Lo, Mrinal Ghosh, Francine Lafontaine

Journal of Marketing Research

Select article: Managing Sales Force Compensation

Retricted access

Research article

First published 2012-3

Managing Sales Force Compensation

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Managing Sales Force Compensation

Retricted access

Research article

First published 2012-11

Managing Sales Force Compensation

Pankaj M. Madhani

Compensation & Benefits Review

Select article: A Practical Approach to Sales Force Compensation Plan in a Small Business

Retricted access

Research article

First published 1996-09

A Practical Approach to Sales Force Compensation Plan in a Small Business

Wei-Tzen Yang, Chang-Min Kuo

The Journal of Entrepreneurship

Select article: Managing Sales Compensation

Retricted access

Research article

First published 2013-3

Managing Sales Compensation

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Managing Sales Compensation Across the Economic Cycle

Retricted access

Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Incentives versus Reciprocity: Insights from a Field Experiment

Retricted access

Research article

First published 2017-8

Incentives versus Reciprocity: Insights from a Field Experiment

Doug J. Chung, Das Narayandas

Journal of Marketing Research

Select article: Setting Sales Force Compensation in the Internet Age

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Other

First published 2000-03

Setting Sales Force Compensation in the Internet Age

Bill Weeks

Compensation & Benefits Review

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