Administration of Sales Force Tasks under Field Conditions
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References listed on IDEAS
- Berger, Allen N. & Mester, Loretta J., 2003.
"Explaining the dramatic changes in performance of US banks: technological change, deregulation, and dynamic changes in competition,"
Journal of Financial Intermediation,
Elsevier, vol. 12(1), pages 57-95, January.
- Allen N. Berger & Loretta J. Mester, 2001. "Explaining the Dramatic Changes in Performance of U.S. Banks: Technological Change, Deregulation and Dynamic Changes in Competition," Center for Financial Institutions Working Papers 01-22, Wharton School Center for Financial Institutions, University of Pennsylvania.
- Allen N. Berger & Loretta J. Mester, 2002. "Explaining the dramatic changes in performance of U.S. banks: technological change, deregulation, and dynamic changes in competition," Working Papers 01-6, Federal Reserve Bank of Philadelphia.
- Ali Ataullah & Hang Le, 2006. "Economic reforms and bank efficiency in developing countries: the case of the Indian banking industry," Applied Financial Economics, Taylor & Francis Journals, vol. 16(9), pages 653-663.
- Adnan Kasman & Saadet Kirbas-Kasman, 2006. "Technical Change in Banking: Evidence From Transition Countries," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 13(1), pages 129-144.
More about this item
KeywordsSales force organization; selling behavior; task administration; sales performance evaluation; territory management; outcome performance; sales territory; compensation; sales unit effectiveness; organizational efficiency;
- C99 - Mathematical and Quantitative Methods - - Design of Experiments - - - Other
- M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
- M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
- M52 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects
- M54 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Management
NEP fieldsThis paper has been announced in the following NEP Reports:
- NEP-ALL-2007-08-27 (All new papers)
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