Sales Force IncentivesJan 01, 2013 Thomas J. Steenburgh, University of Virginia Darden School of Business
On the sales force performance curve, there are laggards, core performers, and stars. The laggards need carrots and respond to short-term goals; quarterly bonuses help them most. Core performers account for 60-70% of the sales force. Multi-tiered prizes that keep them in the game motivate them best. Stars are overachievers who try to surpass any target they are given. They do not want caps on their earnings and overachievement commission rates are the best motivators.
Marketing on the Move: Understanding the Impact of Mobile on Consumer BehaviorLijia (Karen) Xie , 2012, 12-301
Summarizes the proceedings of "Marketing on the Move: Understanding the Impact of Mobile on Consumer Behavior" cosponsored with Wharton Customer Analytics Initiative, on February 27-28, 2012, in Philadelphia, Pennsylvania.
Sales Response and Personal Selling EffortJan 01, 2011 Pradeep Chintagunta, University of Chicago
Pradeep Chintagunta, University of Chicago discusses sales response and personal selling effort.
Effective Marketing Spending by Platform FirmsJan 01, 2010 Murali Mantrala, University of Missouri-Columbia
Murali Mantrala focuses on effective marketing and salesforce spending strategies by two-sided platform firms—for example, media firms, sports clubs, and…
The Impact of Sales Control Systems on Sales Behaviors and Customer Relationships: Evidence from ChinaJan 1, 2010 Guangping Wang, Wenyu Dou, and Nan Zhou, 2010, 10-201
Develops a model to examine how sales control systems influence relationship outcomes through their effects on customer-directed behaviors in different environmental conditions; based on survey data from B2B buyer-seller dyads in China.
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