Works matching DE "SALES personnel salaries"

Results: 93

A Short Forced-Choice Evaluation Form for Salesmen.

Published in:

Personnel Psychology, 1953, v. 6, n. 4, p. 393, doi. 10.1111/j.1744-6570.1953.tb01505.x

By:

TAYLOR, ERWIN K.;
SCHNEIDER, DOROTHY E.;
SYMONS, NANCY A.

Publication type:

Article

Motivational Segments in the Sales Force.

Published in:

California Management Review, 1982, v. 24, n. 3, p. 81, doi. 10.2307/41164972

By:

Ingram, Thomas N.;
Bellenger, Danny N.

Publication type:

Article

The Sales Force Management Audit.

Published in:

California Management Review, 1981, v. 24, n. 2, p. 86, doi. 10.2307/41164959

By:

Dubinsky, Alan J.;
Hansen, Richard W.

Publication type:

Article

CROSS-LEVEL EFFECTS OF WORKPLACE DIVERSITY ON SALES PERFORMANCE AND PAY.

Published in:

Academy of Management Journal, 2006, v. 49, n. 3, p. 459, doi. 10.5465/AMJ.2006.21794664

By:

Joshi, Aparna;
Hui Liao;
Jackson, Susan E.

Publication type:

Article

The influences of the external factors on the optimal compensation for heterogeneous salesforce.

Published in:

Asia-Pacific Journal of Operational Research, 1999, v. 16, n. 2, p. 125

By:

Chen Miao-Sheng;
Chang Chun-Tao

Publication type:

Article

Nonprofit pay and benefits: estimates from the National Compensation Survey.

Published in:

Monthly Labor Review, 2016, p. 1, doi. 10.21916/mlr.2016.4

By:

Bishow, John L.;
Monaco, Kristen A.

Publication type:

Article

Salesforce Compensation Plans: An Individual-Level Analysis.

Published in:

Marketing Letters, 1994, v. 5, n. 2, p. 117, doi. 10.1007/BF00994102

By:

Lal, Rajiv;
Outland, Donald;
Staelin, Richard

Publication type:

Article

A structural model of sales-force compensation dynamics: Estimation and field implementation.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 211, doi. 10.1007/s11129-011-9096-1

By:

Misra, Sanjog;
Nair, Harikesh

Publication type:

Article

A structural model of salesforce compensation dynamics: Response to Profs. Rust and Staelin.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 267, doi. 10.1007/s11129-011-9111-6

By:

Misra, Sanjog;
Nair, Harikesh

Publication type:

Article

Rust's and Staelin's Comments on: 'A structural model of sales force compensation dynamics: estimation and field implementation' by Sanjog Misra and Harikesh Nair.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 259, doi. 10.1007/s11129-011-9101-8

By:

Rust, John;
Staelin, Richard

Publication type:

Article

AN ECLECTIC PARADIGM OF SALESPERSON COMPENSATION: TOWARD A COMPREHENSIVE FRAMEWORK OF THE DETERMINANTS OF SALES COMPENSATION MODES.

Published in:

Journal of Marketing Management (10711988), 1997, v. 7, n. 1, p. 61

By:

Chowdhury, Jhinuk;
Massad, Victor J.

Publication type:

Article

Determinants of Pay Levels and Structures in Sales Organizations.

Published in:

Journal of Marketing, 2009, v. 73, n. 6, p. 92, doi. 10.1509/jmkg.73.6.92

By:

Rouziès, Dominique;
Coughlan, Anne T;
Anderson, Erin;
Iacobucci, Dawn

Publication type:

Article

Theoretical modeling in marketing.

Published in:

Journal of Marketing, 1993, v. 57, n. 2, p. 92, doi. 10.1177/002224299305700207

By:

Moorthy, K. Sridhar

Publication type:

Article

Managing Sales Compensation Across the Economic Cycle: Direct Sales Force Versus Independent Reps.

Published in:

Compensation & Benefits Review, 2014, v. 46, n. 1, p. 16, doi. 10.1177/0886368714535023

By:

Madhani, Pankaj M.

Publication type:

Article

Realigning Fixed and Variable Pay in Sales Organizations: A Career Life Cycle Perspective.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 4, p. 223, doi. 10.1177/0886368713509229

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Compensation: A Sales Force Configuration Approach.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Force Compensation: A Life Cycle Perspective.

Published in:

Compensation & Benefits Review, 2012, v. 44, n. 6, p. 315, doi. 10.1177/0886368713480124

By:

Madhani, Pankaj M.

Publication type:

Article

Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach.

Published in:

Compensation & Benefits Review, 2011, v. 43, n. 4, p. 245, doi. 10.1177/0886368711409510

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Employees’ Compensation: A Countercyclical Investment Approach.

Published in:

Compensation & Benefits Review, 2011, v. 43, n. 2, p. 109, doi. 10.1177/0886368710393137

By:

Madhani, Pankaj M.

Publication type:

Article

Sales Employees Compensation: An Optimal Balance Between Fixed and Variable Pay.

Published in:

Compensation & Benefits Review, 2009, v. 41, n. 4, p. 44, doi. 10.1177/0886368709331449

By:

Madhani, Pankaj M.

Publication type:

Article

EXECUTIVE SUMMARIES.

Published in:: 2009
Publication type:: Abstract

Misselling through Agents.

Published in:

American Economic Review, 2009, v. 99, n. 3, p. 883, doi. 10.1257/aer.99.3.883

By:

Inderst, Roman;
Ottaviani, Marco

Publication type:

Article

Sales Force Motivation and Compensation.

Published in:

Romanian Statistical Review, 2013, n. Sup, p. 44

By:

TEAU, Anca-Mihaela

Publication type:

Article

Self-Control and Incentives: An Analysis of Multiperiod Quota Plans.

Published in:

Marketing Science, 2012, v. 31, n. 5, p. 855, doi. 10.1287/mksc.1120.0714

By:

Jain, Sanjay

Publication type:

Article

COMPENSATING HETEROGENEOUS SALESFORCES: SOME EXPLICIT SOLUTIONS.

Published in:

Marketing Science, 1990, v. 9, n. 4, p. 319, doi. 10.1287/mksc.9.4.319

By:

Rao, Ram C.

Publication type:

Article

Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 686, doi. 10.1177/00222437211020013

By:

Rao, Raghunath Singh;
Viswanathan, Madhu;
John, George;
Kishore, Sunil

Publication type:

Article

Involving Sales Managers in Sales Force Compensation Design.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 1, p. 182, doi. 10.1177/0022243720969174

By:

Waiser, Rob

Publication type:

Article

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels".

Published in:

Journal of Marketing Research (JMR), 2020, v. 57, n. 2, p. 211, doi. 10.1177/0022243719887378

By:

Jerath, Kinshuk;
Long, Fei

Publication type:

Article

Sales Force Compensation Design for Two-Sided Market Platforms.

Published in:

Journal of Marketing Research (JMR), 2019, v. 56, n. 4, p. 666, doi. 10.1177/0022243719825818

By:

Bhargava, Hemant K.;
Rubel, Olivier

Publication type:

Article

Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention.

Published in:

Journal of Marketing Research (JMR), 2018, v. 55, n. 3, p. 368, doi. 10.1509/jmr.14.0290

By:

VISWANATHAN, MADHU;
LI, XIAOLIN;
JOHN, GEORGE;
NARASIMHAN, O. M.

Publication type:

Article

Incentives Versus Reciprocity: Insights from a Field Experiment.

Published in:

Journal of Marketing Research (JMR), 2017, v. 54, n. 4, p. 511, doi. 10.1509/jmr.15.0174

By:

CHUNG, DOUG J.;
NARAYANDAS, DAS

Publication type:

Article

A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship Among Salespeople.

Published in:

Journal of Marketing, 1982, v. 46, n. 4, p. 114, doi. 10.1177/002224298204600412

By:

Churchill Jr., Gilbert A.;
Pecotich, Anthony

Publication type:

Article

Nonfinancial Incentives for Salesmen.

Published in:

Journal of Marketing, 1972, v. 36, n. 4, p. 55, doi. 10.2307/1250428

By:

Pruden, Henry O.;
Cunningham, William H.;
English, Wilke D.

Publication type:

Article

19. Sales Management and Selling.

Published in:

1970

By:

Penn Jr., William S.;
Gross, Walter;
Hindersman, Charles H.;
Babione, F. A.;
Kahler, Ruel

Publication type:

Abstract

Rationalizing Salesmen's Compensation Plans.

Published in:

Journal of Marketing, 1966, v. 30, n. 1, p. 55, doi. 10.2307/1249598

By:

Webster Jr., Frederick E.

Publication type:

Article

20. SALES MANAGEMENT AND SELLING.

Published in:

1960

By:

MEISSNER, FRANK;
REGAN, WILLIAM J.;
HOLLANDER, STANLEY C.;
KELLEY, WILLIAM T.

Publication type:

Abstract

23. SALES MANAGEMENT.

Published in:

1957

By:

Rathmell, J. M.;
Hand, Richard J.;
Copulsky, William;
Lazer, William

Publication type:

Abstract

14. MANAGERIAL CONTROL.

Published in:

1957

By:

Rathmell, J. M.;
Hollander, Stanley C.;
Meyer, Robert E.;
Lazer, William

Publication type:

Abstract

SALES COMPENSATION POLICIES OF GROCERY, DRUG, AND HARDWARE WHOLESALERS.

Published in:

Journal of Marketing, 1957, v. 21, n. 4, p. 443, doi. 10.2307/1247269

By:

Seelye, Alfred L.;
Bass, Frank M.

Publication type:

Article

15. MANAGERIAL ORGANIZATION OF MARKETING ACTIVITIES.

Published in:

1957

By:

Clewett, Robert L.;
Kelley, Eugene J.;
Hollander, Stanley C.

Publication type:

Abstract

A SALES COMPENSATION PLAN FOR A MACHINE-TOOL COMPANY.

Published in:

Journal of Marketing, 1955, v. 20, n. 1, p. 54, doi. 10.2307/1248164

By:

Hummel, Francis E.

Publication type:

Article

2. SELLING--PERSONAL.

Published in:

1954

By:

Banks, Seymour;
Douglas, Edna;
Holloway, Robert J.

Publication type:

Abstract

Salesmen's Compensation.

Published in:

1953

By:

Faville, David E.

Publication type:

Book Review

2. SELLING--PERSONAL.

Published in:

1949

By:

Breyer, Ralph F.

Publication type:

Abstract

COMPENSATING THE SALES FORCE.

Published in:

1948

By:

Mee, John F.

Publication type:

Book Review

2. SELLING--PERSONAL.

Published in:

1945

By:

BREYER, RALPH F.

Publication type:

Abstract

Best Practices for Designing New Sales Compensation Plans.

Published in:

Compensation & Benefits Review, 2008, v. 40, n. 2, p. 50, doi. 10.1177/0886368708314077

By:

Conlin, Bob

Publication type:

Article

Sales Compensation: A New Technology-Enabled Strategy.

Published in:

Compensation & Benefits Review, 2001, v. 33, n. 1, p. 27, doi. 10.1177/08863680122098199

By:

Cocks, David J.;
Gould, Dennis

Publication type:

Article

Kicking the Tires of Automotive Sales Compensation.

Published in:

Compensation & Benefits Review, 2000, v. 32, n. 5, p. 47, doi. 10.1177/08863680022098037

By:

Glendinning, Peter M.

Publication type:

Article

Dead solid perfect: Achieving sales compensation alignment.

Published in:

Compensation & Benefits Review, 1996, v. 28, n. 2, p. 41, doi. 10.1177/088636879602800206

By:

O'Connell, Bill

Publication type:

Article