Implications of Salesforce Productivity Heterogeneity and Demotivation: A Navy Recruiter Case Study
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References listed on IDEAS
- Ian I. Mitroff, 1972. "The Myth of Objectivity OR Why Science Needs a New Psychology of Science," Management Science, INFORMS, vol. 18(10), pages 613-618, June.
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- De Grip, Andries & Sauermann, Jan & Sieben, Inge, 2016.
"The role of peers in estimating tenure-performance profiles: Evidence from personnel data,"
Journal of Economic Behavior & Organization,
Elsevier, pages 39-54.
- Grip Andries de & Sauermann Jan & Sieben Inge, 2011. "The role of peers in estimating tenure-performance profiles: evidence from personnel data," Research Memorandum 052, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
- Grip Andries de & Sauermann Jan & Sieben Inge, 2011. "The role of peers in estimating tenure-performance profiles: Evidence from personnel data," ROA Research Memorandum 014, Maastricht University, Research Centre for Education and the Labour Market (ROA).
- de Grip, Andries & Sauermann, Jan & Sieben, Inge, 2011. "The Role of Peers in Estimating Tenure-Performance Profiles: Evidence from Personnel Data," IZA Discussion Papers 6164, Institute for the Study of Labor (IZA).
- Banker, Rajiv D. & Lee, S.-Y.Seok-Young & Potter, Gordon & Srinivasan, Dhinu, 2000. "An empirical analysis of continuing improvements following the implementation of a performance-based compensation plan," Journal of Accounting and Economics, Elsevier, vol. 30(3), pages 315-350, December.
- Chun, Young H. & Sumichrast, Robert T., 2007. "Bayesian inspection model with the negative binomial prior in the presence of inspection errors," European Journal of Operational Research, Elsevier, vol. 182(3), pages 1188-1202, November.
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Keywordssales force productivity; military recruiting; rotation policy; heterogeneity;
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