Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance

Author:

Claro Danny Pimentel,Plouffe Christopher R.,Vieira Valter Afonso

Publisher

Elsevier BV

Subject

Marketing

Reference101 articles.

1. Sales: Results, not process;Adamson;Harvard Business Review,2014

2. Earnings management practices in sales and strategic accounts survey report;Ahearne,2013

3. Instrumental variables in action: sometimes you get what you need;Angrist;Mostly harmless econometrics: an empiricist’s companion,2009

4. Examining business strategy, sales management, and salesperson antecedents of sales organization effectiveness;Baldauf;Journal of Personal Selling & Sales Management,2001

5. Aligning marketing and sales in multi-channel marketing: Compensation design for online lead generation and offline sales conversion;Banerjee;Journal of Business Research,2019

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