Allocating Sales Force Effort with Commissions and Quotas
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Abstract
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DOI: 10.1287/mnsc.18.4.P55
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Cited by:
- Erin Adamson Gillespie & Stephanie M. Noble & Son K. Lam, 2016. "Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?," Journal of the Academy of Marketing Science, Springer, vol. 44(6), pages 707-725, November.
- Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
- Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
- Donald G. Morrison & Jagmohan S. Raju, 2004. "50th Anniversary Article: The Marketing Department in Management Science: Its History, Contributions, and the Future," Management Science, INFORMS, vol. 50(4), pages 425-428, April.
- Mark Ferguson & V. Daniel R. Guide , Jr. & Gilvan C. Souza, 2006. "Supply Chain Coordination for False Failure Returns," Manufacturing & Service Operations Management, INFORMS, vol. 8(4), pages 376-393, August.
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