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Research article

First published 1973-7

A Quantitative Method for Structuring a Profitable Sales Force

C. Davis Fogg, Josef W. Rokus

Journal of Marketing

Retricted access

Research article

First published 2013-3

Managing Sales Compensation

Pankaj M. Madhani

Compensation & Benefits Review

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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 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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Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

Retricted access

Research article

First published 1996-06

The Impact of Sales Management Changes on New Product Success

Linda Rochford, Thomas R. Wotruba

Journal of the Academy of Marketing Science

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Research article

First published 2023-06

Predicting transaction outcomes under customized pricing with discretion: A structural estimation approach

Bharadwaj Kadiyala, Robert Phillips, A. Serdar Şimşek [...]

Production and Operations Management

Retricted access

Research article

First published 2011-4

Mobile Sales Force Automation

Afshan Kirmani

Ergonomics in Design: The Quarterly of Human Factors Applications

Open access

Research article

First published 2024-9

Optimizing Pricing Delegation to External Sales Forces via Commissions: An Empirical Investigation

Christopher Amaral, Ceren Kolsarici, Mikhail Nediak

Production and Operations Management

Retricted access

Research article

First published 2013-7

Realigning Fixed and Variable Pay in Sales Organizations

Pankaj M. Madhani

Compensation & Benefits Review

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