The ambivalent role of monetary sales incentives in service innovation selling
Author:
Affiliation:
1. Sales Management Department Ruhr‐University of Bochum Bochum Germany
2. Technical University of Dortmund Dortmund Germany
3. C.T. Bauer College of Business University of Houston Houston Texas USA
4. jetlite GmbH Hamburg Germany
Publisher
Wiley
Subject
Management of Technology and Innovation,Strategy and Management
Link
https://onlinelibrary.wiley.com/doi/pdf/10.1111/jpim.12600
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3. Perspectives on Behavior‐based Versus Outcome‐based Salesforce Control Systems;Anderson Erin;Journal of Marketing,1987
4. Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially;Ariely Dan;The American Economic Review,2009
5. Large Stakes and Big Mistakes;Ariely Dan;Review of Economic Studies,2009
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