Models for Sales Management Decisions
In: Handbook of Marketing Decision Models
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DOI: 10.1007/978-0-387-78213-3_6
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Citations
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Cited by:
- Sanjog Misra & Harikesh Nair, 2011.
"A structural model of sales-force compensation dynamics: Estimation and field implementation,"
Quantitative Marketing and Economics (QME), Springer, vol. 9(3), pages 211-257, September.
- Misra, Sanjog & Nair, Harikesh, 2009. "A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation," Research Papers 2037, Stanford University, Graduate School of Business.
- Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
- Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
- Vanya Grigorova, 2019. "Contemporary Dimensions Of Sales Management," Business Management, D. A. Tsenov Academy of Economics, Svishtov, Bulgaria, issue 4 Year 20, pages 23-38.
- Neda Ebrahim Khanjari & Seyed Iravani & Hyoduk Shin, 2014. "The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry," Manufacturing & Service Operations Management, INFORMS, vol. 16(1), pages 76-88, February.
- Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
- Kräkel, Matthias & Schöttner, Anja, 2016.
"Optimal sales force compensation,"
Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 179-195.
- Matthias Kräkel & Anja Schöttner, 2014. "Optimal Sales Force Compensation," Working Paper Series of the Department of Economics, University of Konstanz 2014-09, Department of Economics, University of Konstanz.
- Olivier Rubel & Ashutosh Prasad, 2016. "Dynamic Incentives in Sales Force Compensation," Marketing Science, INFORMS, vol. 35(4), pages 676-689, July.
- Abou Nabout, Nadia & Skiera, Bernd & Stepanchuk, Tanja & Gerstmeier, Eva, 2012. "An analysis of the profitability of fee-based compensation plans for search engine marketing," International Journal of Research in Marketing, Elsevier, vol. 29(1), pages 68-80.
- Xiaoyang Long & Javad Nasiry, 2020. "Wage Transparency and Social Comparison in Sales Force Compensation," Management Science, INFORMS, vol. 66(11), pages 5290-5315, November.
- Tat Y. Chan & Jia Li & Lamar Pierce, 2014. "Compensation and Peer Effects in Competing Sales Teams," Management Science, INFORMS, vol. 60(8), pages 1965-1984, August.
- Haofeng Jin & Zhentong Lu, 2021. "Measuring the Effectiveness of Salespeople: Evidence from a Cold-Drink Market," Staff Working Papers 21-40, Bank of Canada.
- Bielecki, Andre & Albers, Sönke & Mantrala, Murali, 2012. "Salesperson Efficiency Benchmarking Using Sales Response Data: Who is Working Hard and Working Smart?," EconStor Preprints 57427, ZBW - Leibniz Information Centre for Economics.
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Keywords
Selling Effort; Sale Force; Econometric Estimation; Compensation Plan; Selling Environment;All these keywords.
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