Implications of Salesforce Productivity Heterogeneity and Demotivation: A Navy Recruiter Case Study
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DOI: 10.1287/mnsc.32.11.1371
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Cited by:
- Banker, Rajiv D. & Lee, S.-Y.Seok-Young & Potter, Gordon & Srinivasan, Dhinu, 2000. "An empirical analysis of continuing improvements following the implementation of a performance-based compensation plan," Journal of Accounting and Economics, Elsevier, vol. 30(3), pages 315-350, December.
- De Grip, Andries & Sauermann, Jan & Sieben, Inge, 2016.
"The role of peers in estimating tenure-performance profiles: Evidence from personnel data,"
Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 39-54.
- de Grip, Andries & Sauermann, Jan & Sieben, Inge, 2011. "The Role of Peers in Estimating Tenure-Performance Profiles: Evidence from Personnel Data," IZA Discussion Papers 6164, Institute of Labor Economics (IZA).
- de Grip, A. & Sauermann, J. & Sieben, I.J.P., 2011. "The role of peers in estimating tenure-performance profiles: evidence from personnel data," Research Memorandum 052, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
- de Grip, A. & Sauermann, J. & Sieben, I.J.P., 2011. "The role of peers in estimating tenure-performance profiles: evidence from personnel data," ROA Research Memorandum 014, Maastricht University, Research Centre for Education and the Labour Market (ROA).
- Chun, Young H. & Sumichrast, Robert T., 2007. "Bayesian inspection model with the negative binomial prior in the presence of inspection errors," European Journal of Operational Research, Elsevier, vol. 182(3), pages 1188-1202, November.
- John W. Bradford & Paul K. Sugrue, 1991. "Inventory rotation policies for slow moving items," Naval Research Logistics (NRL), John Wiley & Sons, vol. 38(1), pages 87-105, February.
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Keywords
sales force productivity; military recruiting; rotation policy; heterogeneity;All these keywords.
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