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Sales Management
- Cross-Cultural Marketing Negotiations: A Laboratory
Experiment, John L. Graham, 4, 2.
- The Salesperson as
Outside Agent or Employee: A Transaction Cost Analysis, Erin Anderson, 4, 3.
- Salesforce Compensation Plans: Theoretic Perspective, Amiya
K. Basu, Rajiv Lal, V. Srinivasan, and Richard Staelin, 4, 4.
- Delegating Pricing Resposibility to the
Salesforce, Rajiv Lal, 5, 2.
- Salesforce Compensation Plans in
Environments with Asymmmetric Information, Rajiv Lal, Richard Staelin, 5, 3.
- Determinants
of Continuity in Conventional Industrial Channel Dyads, Erin Anderson, Barton Weitz, 8, 4.
- Salesforce
Compensation: Theory and Managerial Implications, Anne T. Coughlan, Subrata K. Sen, 8, 4.
- Compensating Heterogeneous
Salesforces: Some Explicit Solutions, Ram C. Rao, 9, 4.
- An Integrated Model-Based
Approach for Sales Force Structuring, Arvind Rangaswamy, Prabhakant Sinha and Andris Zoltners, 9, 4.
- On Auctions with Withdrawable
Winning Bids, Michael H. Rothkopf, 10, 1.
- The BB/NBD + 1
Model Applied to Rotation Policy, Kyeho Yun, Bruce Buchanan and Ambar G. Rao, 10, 4.
- On the Function
of Sales Assistance, Birger Wernerfelt, 13, 1.
- Structuring a MultiProduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force:
A Practical Model-Based Approach, Murali K. Mantrala, Prabhakant Sinha, and Andris A. Zoltners, 13, 2.
- Customer
Satisfaction Incentives, John R. Hauser, Duncan I. Simester, and Birger Wernerfelt, 13, 4.
- Channel Coordination
Mechanisms for Customer Satisfaction, Wujin Chu and Preyas S. Desai, 14, 4.
- Evaluation of Salesforce Size and
Productivity Through Efficient Frontier Benchmarking, Dan Horsky, Paul Nelson, 15, 4.
- Side
Payments in Marketing, John R. Hauser, Duncan I. Simester, Birger Wernerfelt, 16, 3.
- Monitoring and
Incentives in Sales Organizations: An Agency-Theoretic Perspective, Kissan Joseph and
Alex Thevaranjan, 17, 2.
- COSTA :Contribution
Optimizing Sales Territory Alignment, Bernd Skiera , Sonke Albers, 17, 3.
- Risk Behavior
in Response to Quotas and Contests, Anil Gaba, Ajay Kalra, 18, 3.
- Research
Note: Overselling with Opportunistic Cancellations, Eyal Biyalogorsky, Ziv
Carmon, Gila E. Fruchter, Eitan Gerstner, 18, 4.
- Markets for
Product Modification Information, Ganesh Iyer, David Soberman, 19, 3.
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Experimental Evidence for Agency Models of Salesforce Compensation, Mrinal Ghosh, George John, 19, 4.
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