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Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention
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Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention (2017)Is Cash King for Sales Compensation Plans…The Quarterly Journal of Economics (2024)The Quarterly Journal of Econ…Tying Odysseus to the Mast: Evidence From a Commitment Savings Product in the Philippines (2006)Tying Odysseus to the Mast: E…Social Preferences and the Response to Incentives: Evidence from Personnel Data (2005)Social Preferences and the Re…Field Experiments (2004)Field ExperimentsEffects of Loyalty Programs on Value Perception, Program Loyalty, and Brand Loyalty (2003)Effects of Loyalty Programs o…Risk as feelings. (2001)Risk as feelings.Temporal construal and time-dependent changes in preference. (2000)Temporal construal and time-d…Consumer Choice between Hedonic and Utilitarian Goods (2000)Consumer Choice between Hedon…Mental accounting matters (1999)Mental accounting mattersDonations to Charity as Purchase Incentives: How Well They Work May Depend on What You Are Trying to Sell (1998)Donations to Charity as Purch…Measuring the hedonic and utilitarian sources of consumer attitudes (1991)Measuring the hedonic and uti…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор (1985)Mental Accounting and Consume…Labor Contracts as Partial Gift Exchange (1982)Labor Contracts as Partial Gi…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Self-oriented competitiveness in salespeople: sales management implications (2021)Self-oriented competitiveness…Significance tests and goodness of fit in the analysis of covariance structures. (1980)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value (1994)Consumer perceived value: The development of a multiple item scale (2001)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Hedonic Consumption: Emerging Concepts, Methods and Propositions (1982)Possessions and the Extended Self (1988)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Heart and Mind in Conflict: the Interplay of Affect and Cognition in Consumer Decision Making (1999)To Do or to Have? That Is the Question. (2003)Why are you telling me this? An examination into negative consumer reviews on the Web (2007)A Theory of Social Comparison Processes (1954)The Gift: Forms and Functions of Exchange in Archaic Societies. (1956)Exit, Voice, and Loyalty (1970)Fairness and Retaliation: The Economics of Reciprocity (2000)What Do Laboratory Experiments Measuring Social Preferences Reveal About the Real World? (2007)Does the stock market fully value intangibles? Employee satisfaction and equity prices (2011)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)The Framing of Decisions and the Psychology of Choice (1981)A perspective on judgment and choice: Mapping bounded rationality. (2003)When and Why Incentives (Don't) Work to Modify Behavior (2011)Understanding Attitudes and Predicting Social Behavior (1980)Maps of Bounded Rationality: Psychology for Behavioral Economics (2003)Gender Differences in Preferences (2009)Trust, Reciprocity, and Social History (1995)Risk Aversion and Incentive Effects (2002)Time Discounting and Time Preference: A Critical Review (2002)The Scientific Research Potential of Virtual Worlds (2007)The Online Laboratory: Conducting Experiments in a Real Labor Market∗ (2016)Are Investors Reluctant to Realize Their Losses? (1998)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)Advances in prospect theory: Cumulative representation of uncertainty (1992)A Theory of Fairness, Competition, and Cooperation (1999)Boys will be Boys: Gender, Overconfidence, and Common Stock Investment (2001)The Skill Content of Recent Technological Change: An Empirical Exploration (2003)
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References

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  • 2005

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Social Preferences and the Response to Incentives: Evidence from Personnel Data
728 cited

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  • 2021Self-oriented competitiveness in salespeople: sales management implications30 cited