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Steuerung von Verkaufsaußendienstmitarbeitern mit Hilfe von Umsatzvorgaben
10 references·0 citing·39 second hop
Steuerung von Verkaufsaußendienstmitarbeitern mit Hilfe von Umsatzvorgaben (1988)Steuerung von Verkaufsaußendienstmitarbei…Sales Force Management (2011)Sales Force ManagementAn Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce (1981)An Investigation of the Equal…Territory Sales Response (1979)Territory Sales ResponseSetting Sales Quotas with Conjoint Analysis (1979)Setting Sales Quotas with Con…Grundfragen der Organisation (1979)Grundfragen der OrganisationGrundfragen der Organisation : Delegation, Anreiz und Kontrolle (1979)Grundfragen der Organisation …Sales Force Participation in Quota Setting and Sales Forecasting (1976)Sales Force Participation in …The Effect of Product Sales Quotas on Sales Force Productivity (1973)The Effect of Product Sales Q…Allocating Sales Force Effort with Commissions and Quotas (1971)Allocating Sales Force Effort…Die Betriebswirtschaft (1953)Die BetriebswirtschaftEffects of perceptions of equity and inequity on worker performance and satisfaction. (1972)New directions in equity research. (1973)An Optimal Plan for Salesmen’s Compensation (1976)Evaluation of Salesforce Size and Productivity Through Efficient Frontier Benchmarking (1996)Adapting Motivation, Control, and Compensation Research to A New Environment (2005)Game Theory and Business Applications (2013)Motivation and Morale in Industry (1954)Performance as a function of motive strength and expectancy of goal-attainment. (1956)Externalities, Welfare, and the Theory of Games (1962)The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction (2013)The Concept of the Marketing Mix (1964)Basic Marketing: A Managerial Approach (1978)Territory Sales Response Models: Stability over Time (1987)A situational analysis on how salespeople experience and cope with shame and embarrassment (2002)Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities (2005)Diffusion of Innovations 1 (2019)An Optimal Plan for Salesmen's Compensation (1964)Sales Response as a Function of Territorial Potential and Sales Representative Workload (1975)How sales quotas are developed (1991)Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)The Utility Analysis of Choices Involving Risk (1948)Multiattribute decisions in marketing : a measurement approach (1973)On the Design of Choice Experiments Involving Multifactor Alternatives (1974)Formulating Push Marketing Strategies: A Method and Application (1983)Profiling Consumers Who Register Complaints Against Auto Repair Services (1983)Analysis of a sales force incentive plan for accurate sales forecasting and performance (1990)Expectancy Theory Predictions of Salesmen's Performance (1974)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)A data envelopment analytic model for assessing the relative efficiency of the selling function (1991)Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness (2001)Going the extra mile (2002)Zur Lösbarkeit von Vorentscheidungsproblemen (1983)Agency Costs are not a “Flop”! (1987)Entwicklungstendenzen in der modernen Betriebswirtschaftslehre (1993)An assessment of the use of partial least squares structural equation modeling in marketing research (2011)Multigroup Analysis in Partial Least Squares (PLS) Path Modeling: Alternative Methods and Empirical Results (2011)School Bullying: Development and Some Important Challenges (2013)Macht bestimmt die Personalpolitik! Erklärung der betrieblichen Arbeitsbeziehungen aus macht- und austauschtheoretischer Perspektive. (1998)
this work references cited by second hop

References

  • 1953Die Betriebswirtschaft4,537 cited
  • 1979Territory Sales Response110 cited
  • 1979Grundfragen der Organisation100 cited
  • 1981An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce57 cited
  • 1971Allocating Sales Force Effort with Commissions and Quotas57 cited
  • 2011Sales Force Management56 cited
  • 1979Setting Sales Quotas with Conjoint Analysis53 cited
  • 1973The Effect of Product Sales Quotas on Sales Force Productivity45 cited
  • 1979Grundfragen der Organisation : Delegation, Anreiz und Kontrolle39 cited
  • 1976Sales Force Participation in Quota Setting and Sales Forecasting31 cited

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