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Articles (12)

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1-10 of 12 results for salesforce incentives

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Select article: Salesforce Incentives and Remanufacturing

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Research article

First published 2018-03

Salesforce Incentives and Remanufacturing

Jeremy J. Kovach, Atalay Atasu, Sumitro Banerjee

Production and Operations Management

Select article: Salesforce incentive within organizational life cycle: A transaction cost analysis

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Research article

First published 2007-3-20

Salesforce incentive within organizational life cycle: A transaction cost analysis

Chin-Nung Liao

Human Systems Management

Select article: Enhancing Return on Salesforce Investment: Reallocating Incentives and Training Resources With Intrinsic Valuation Approach

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Research article

First published 2017-6

Enhancing Return on Salesforce Investment: Reallocating Incentives and Training Resources With Intrinsic Valuation Approach

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach

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Research article

First published 2020-08

Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach

Arzum Akkaş, Nachiketa Sahoo

Production and Operations Management

Select article: Tractable Compensation Plan under Asymmetric Information

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Research article

First published 2020-05

Tractable Compensation Plan under Asymmetric Information

Ruina Yang, Yinhua Mai, Chung‐Yee Lee [...]

Production and Operations Management

Select article: Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

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Research article

First published 1989-2

Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

George John, Barton Weitz

Journal of Marketing Research

Select article: Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans

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Research article

First published 2017-4

Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans

Zoha Fatima

Compensation & Benefits Review

Select article: Behavior-Based and Outcome-Based Salesforce Control Systems

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Research article

First published 1993-10

Behavior-Based and Outcome-Based Salesforce Control Systems

David W. Cravens, Thomas N. Ingram, Raymond W. LaForge [...]

Journal of Marketing

Select article: Managing Salesforce Performance

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Research article

First published 2015-3

Managing Salesforce Performance

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information

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Research article

First published 2021-09

Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information

Zhaolin Li, Samuel N. Kirshner

Production and Operations Management

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