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Allocating a Promotion Budget between Advertising and Sales Contest Prizes: An Integrated Marketing Communications Perspective
9 references·7 citing·39 second hop
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References

  • 1997Advertising And Promotion: Integrated Marketing Communications Perspective1,798 cited
  • 1994Network economics: a variational inequality approach971 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 2003Understanding the Impact of Synergy in Multimedia Communications571 cited
  • 1997Personnel Economics for Managers455 cited
  • 1998Personnel economics for managers318 cited
  • 2004Business marketing management : A Strategic view of industrial and organizational markets256 cited
  • 2001Designing Optimal Sales Contests: A Theoretical Perspective193 cited
  • 1990Compensating Heterogeneous Salesforces: Some Explicit Solutions136 cited

Cited by

  • 2015Cooperative promotion under demand uncertainty27 cited
  • 2007Integrated Marketing Communications: Provenance, Practice and Principles22 cited
  • 2020The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts22 cited
  • 2009Media synergy comes of age — Part 219 cited
  • 2007Perils of Using OLS to Estimate Multimedia Communications Effects18 cited
  • 2007Strategic Versus Tactical Nature of Sales Promotions

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14 cited
  • 2010Effectiveness of integrated marketing communications12 cited