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Articles (27)

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1-10 of 27 results for sales force incentives

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

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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: Sales Force Incentives at Service Sales Corporation

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Research article

First published 2017-9

Sales Force Incentives at Service Sales Corporation

Arif Iqbal Rana, Mohammad Kamran Mumtaz

Asian Journal of Management Cases

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

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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: Group or Individual Sales Incentives? What Is Best for Brand-Managed Retail Sales Operations?

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Research article

First published 2024-11

Group or Individual Sales Incentives? What Is Best for Brand-Managed Retail Sales Operations?

Wenshu Zhang, Jia Li, Subramanian Balachander

Journal of Marketing

Select article: Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of “Hockey Stick,” “Giving Up,” and “Resting on Laurels”

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Research article

First published 2020-4

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of “Hockey Stick,” “Giving Up,” and “Resting on Laurels”

Kinshuk Jerath, Fei Long

Journal of Marketing Research

Select article: Distributor Sales Force Performance Management

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Other

First published 2010-10

Distributor Sales Force Performance Management

Jaydeep Mukherjee, Anirban Basu

Vision: The Journal of Business Perspective

Select article: Reallocating Fixed and Variable Pay in Sales Organizations

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Research article

First published 2011-11

Reallocating Fixed and Variable Pay in Sales Organizations

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Measuring and Managing a Salesperson's Future Value to the Firm

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Research article

First published 2013-10

Measuring and Managing a Salesperson's Future Value to the Firm

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

Select article: Measuring and Managing a Salesperson's Future Value to the Firm

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Research article

First published 2014-10

Measuring and Managing a Salesperson's Future Value to the Firm

V. Kumar, Sarang Sunder, Robert P. Leone

Journal of Marketing Research

Select article: Managing Laggards: The Importance of a Deep Sales Bench

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Research article

First published 2019-8

Managing Laggards: The Importance of a Deep Sales Bench

Jeffrey P. Boichuk, Raghu Bommaraju, Michael Ahearne [...]

Journal of Marketing Research

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