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Models for Sales Management Decisions
16 references·2 citing·34 second hop
Models for Sales Management Decisions (2008)Models for Sales Management DecisionsAmerican Economic Review (2019)American Economic ReviewModels and Managers: The Concept of a Decision Calculus (2004)Models and Managers: The Conc…Understanding the Impact of Synergy in Multimedia Communications (2003)Understanding the Impact of S…Building Models for Marketing Decisions (2000)Building Models for Marketing…Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)Personal Selling and Sales Ma…Market Segmentation: Conceptual and Methodological Foundations (1997)Market Segmentation: Conceptu…Market Response Models: Econometric and Time Series Analysis (1989)Market Response Models: Econo…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…How Advertising Affects Sales: Meta-Analysis of Econometric Results (1984)How Advertising Affects Sales…A Comparison of Tournaments and Contracts (1983)A Comparison of Tournaments a…Rank-Order Tournaments as Optimum Labor Contracts (1981)Rank-Order Tournaments as Opt…Rank-Order Tournaments as Optimum Labor Contracts (1979)Rank-Order Tournaments as Opt…Optimal Advertising and Optimal Quality (1976)Optimal Advertising and Optim…Models and Managers: The Concept of a Decision Calculus (1970)Models and Managers: The Conc…Distributed Lags and Investment Analysis (1956)Distributed Lags and Investme…Distributed Lags and Investment Analysis. (1955)Distributed Lags and Investme…Trends in optimization models of sales force management (2015)Trends in optimization models…Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation (2015)Homogeneous Contracts for Het…Moral Hazard and Observability (1979)Prices and Incentives: Towards a General Theory of Compensation and Competition (1983)Prizes and Incentives: Towards a General Theory of Compensation and Competition (1983)The Consequences of the Dependence of Quality on Price (1987)Pay Equality and Industrial Politics (1989)Of Tournaments and Temptations: An Analysis of Managerial Incentives in the Mutual Fund Industry (1996)Modeling the Psychology of Consumer and Firm Behavior with Behavioral Economics (2006)Agent-based simulation of innovation diffusion: a review (2011)Progressive Focusing and Trustworthiness in Qualitative Research (2012)Developing Buyer-Seller Relationships (1987)Leadership and Performance beyond Expectations (1987)The Commitment-Trust Theory of Relationship Marketing (1994)Social Exchange Theory and Research on Business-to-Business Relational Exchange (2001)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)When Should the Customer Really Be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters (2011)Production, Information Costs and Economic Organization (1996)Performance Pay and Productivity (2000)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Does it pay to be different? An analysis of the relationship between corporate social and financial performance (2008)Corporate social responsibility and access to finance (2013)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)The Fundamental Institutions of China's Reforms and Development (2011)Top Incomes in the Long Run of History (2011)Discrete Choice Methods with Simulation (2001)Can socio-demographics still play a role in profiling green consumers? A review of the evidence and an empirical investigation (2003)Testing measurement invariance of composites using partial least squares (2016)Econometric Studies of Investment Behavior: A Review (1971)Determinants of foreign direct investment: A survey (1980)The Impact of Acquisitions on Innovation: Poison Pill, Placebo, or Tonic? (2004)Enhancing New Product Development Performance: An Organizational Learning Perspective (1998)Design Science Research Contributions: Finding a Balance between Artifact and Theory (2018)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)The Promise of Entrepreneurship as a Field of Research (2000)
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References

  • 2019American Economic Review10,902 cited
  • 1981Rank-Order Tournaments as Optimum Labor Contracts4,568 cited
  • 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
  • 1997Market Segmentation: Conceptual and Methodological Foundations1,866 cited
  • 1983A Comparison of Tournaments and Contracts1,002 cited
  • 2004Models and Managers: The Concept of a Decision Calculus809 cited
  • 1999Personal Selling and Sales Management: A Relationship Marketing Perspective800 cited
  • 1970Models and Managers: The Concept of a Decision Calculus798 cited
  • 1976Optimal Advertising and Optimal Quality724 cited
  • 1956Distributed Lags and Investment Analysis646 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 2003Understanding the Impact of Synergy in Multimedia Communications571 cited
  • 1984How Advertising Affects Sales: Meta-Analysis of Econometric Results513 cited
  • 2000Building Models for Marketing Decisions509 cited
  • 1955Distributed Lags and Investment Analysis.500 cited
  • 1989Market Response Models: Econometric and Time Series Analysis

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  • 2015Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation28 cited
  • 2015Trends in optimization models of sales force management23 cited