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A cross-national investigation of incentive sales compensation
16 references·16 citing·38 second hopsampled
A cross-national investigation of incentive sales compensation (2006)A cross-national investigation of incenti…Economics Language and Assumptions: How Theories can Become Self-Fulfilling (2005)Economics Language and Assump…Performance Pay and Productivity (2000)Performance Pay and Productiv…A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. (1999)A meta-analytic review of exp…A Cross-National Investigation into the Individual and National Cultural Antecedents of Consumer Innovativeness (1999)A Cross-National Investigatio…Customer Satisfaction, Market Share, and Profitability: Findings From Sweden (1994)Customer Satisfaction, Market…Cultures and Organizations: Software of the Mind. (1993)Cultures and Organizations: S…Control: Organizational and Economic Approaches (1985)Control: Organizational and E…Clustering Countries on Attitudinal Dimensions: A Review and Synthesis (1985)Clustering Countries on Attit…Culture's Consequences: International Differences in Work-Related Values. (1983)Culture's Consequences: Inter…Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: Inter…Inequity In Social Exchange (1965)Inequity In Social ExchangeVariations in Value Orientations. (1961)Variations in Value Orientati…Variations in Value Orientations (1961)Variations in Value Orientati…A Coefficient of Agreement for Nominal Scales (1960)A Coefficient of Agreement fo…A Theory of Social Comparison Processes (1954)A Theory of Social Comparison…A Theory of Co-operation and Competition (1949)A Theory of Co-operation and …Global Brand Building and Management in the Digital Age (2020)Global Brand Building and Man…A Meta-Analysis of Frontline Employees’ Role Behavior and the Moderating Effects of National Culture (2020)A Meta-Analysis of Frontline …Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance (2018)Impact of Religiosity and Cul…(Re) defining salesperson motivation: current status, main challenges, and research directions (2018)(Re) defining salesperson mot…Motivating Sales Reps for Innovation Selling in Different Cultures (2015)Motivating Sales Reps for Inn…Determinants of Pay Levels and Structures in Sales Organizations (2015)Determinants of Pay Levels an…Leadership style, salesperson's work effort and job performance: the influence of power distance (2014)Leadership style, salesperson…Compensation and Peer Effects in Competing Sales Teams (2014)Compensation and Peer Effects…Measuring and Managing a Salesperson's Future Value to the Firm (2013)Measuring and Managing a Sale…Sales Force Turnover and Retention: A Research Agenda (2012)Sales Force Turnover and Rete…Performance Measurement and Incentive Compensation: An Empirical Analysis and Comparison of Chinese and Western Firms' Practices (2011)Performance Measurement and I…Internationalizing Sales Research: Current Status, Opportunities, and Challenges (2011)Internationalizing Sales Rese…The chilling effects of network externalities (2009)The chilling effects of netwo…Determinants of Pay Levels and Structures in Sales Organizations (2009)Determinants of Pay Levels an…Compensation and Peer Effects in Competing Sales Teams (2009)Compensation and Peer Effects…Brands as Signals: A Cross-Country Validation Study (2005)Brands as Signals: A Cross-Co…The Psychology of Interpersonal Relations. 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References

  • 1960A Coefficient of Agreement for Nominal Scales42,335 cited
  • 1954A Theory of Social Comparison Processes20,836 cited
  • 1981Culture's Consequences: International Differences in Work-Related Values20,532 cited
  • 1993Cultures and Organizations: Software of the Mind.17,690 cited
  • 1983Culture's Consequences: International Differences in Work-Related Values.15,062 cited
  • 1965Inequity In Social Exchange10,813 cited
  • 1999A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation.7,172 cited
  • 1994Customer Satisfaction, Market Share, and Profitability: Findings From Sweden4,531 cited
  • 1961Variations in Value Orientations.2,816 cited
  • 2000Performance Pay and Productivity2,491 cited
  • 1949A Theory of Co-operation and Competition2,214 cited
  • 1985Control: Organizational and Economic Approaches2,023 cited
  • 1985Clustering Countries on Attitudinal Dimensions: A Review and Synthesis1,551 cited
  • 1961Variations in Value Orientations1,508 cited
  • 1999A Cross-National Investigation into the Individual and National Cultural Antecedents of Consumer Innovativeness1,281 cited

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  • 2005Economics Language and Assumptions: How Theories can Become Self-Fulfilling1,210 cited
  • Cited by

    • 2005Brands as Signals: A Cross-Country Validation Study644 cited
    • 2009The chilling effects of network externalities232 cited
    • 2014Compensation and Peer Effects in Competing Sales Teams194 cited
    • 2020Global Brand Building and Management in the Digital Age137 cited
    • 2015Motivating Sales Reps for Innovation Selling in Different Cultures109 cited
    • 2014Leadership style, salesperson's work effort and job performance: the influence of power distance101 cited
    • 2012Sales Force Turnover and Retention: A Research Agenda98 cited
    • 2020A Meta-Analysis of Frontline Employees’ Role Behavior and the Moderating Effects of National Culture84 cited
    • 2018Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance80 cited
    • 2013Measuring and Managing a Salesperson's Future Value to the Firm75 cited
    • 2018(Re) defining salesperson motivation: current status, main challenges, and research directions64 cited
    • 2011Internationalizing Sales Research: Current Status, Opportunities, and Challenges60 cited
    • 2009Compensation and Peer Effects in Competing Sales Teams45 cited
    • 2009Determinants of Pay Levels and Structures in Sales Organizations41 cited
    • 2015Determinants of Pay Levels and Structures in Sales Organizations39 cited
    • 2011Performance Measurement and Incentive Compensation: An Empirical Analysis and Comparison of Chinese and Western Firms' Practices38 cited