Incentives and job redesign: the case of the personal selling function-Reference-Cited by-同舟云学术

Incentives and job redesign: the case of the personal selling function

Published:1999-06 Issue:4 Volume:20 Page:205-216
ISSN:0143-6570
Container-title:Managerial and Decision Economics
language:en
Short-container-title:Manage. Decis. Econ.

Author:

Thevaranjan Alex,Joseph Kissan

Publisher

Wiley

Subject

Management of Technology and Innovation,Management Science and Operations Research,Strategy and Management,Business and International Management

Reference14 articles.

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5. (1996). Management generated leads: panacea for enhancing sales force productivity? Working Paper # 22-1996, Institute for the Study of Business Markets, Penn State University.

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1. Literature Review of the Influence of Organizational Incentives on Individual Innovation;Academic Journal of Management and Social Sciences;2023-08-25

2. Sales force modeling: State of the field and research agenda;Marketing Letters;2010-03-10

3. Reducing incremental costs associated with the delegation of incentive contracting decisions: An analysis of planning and control decisions in a manufacturing setting in the presence of moral hazard;European Journal of Operational Research;2005-05

4. Using Personal Selling Skills to Promote Pharmacy Services: Everyday encounters with patients offer valuable opportunities to build demand for pharmacy services and impart the value of pharmaceutical care;Journal of the American Pharmacists Association;2003-05