Salesforce Compensation Scheme and Consumer Inferences
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DOI: 10.1287/mnsc.49.5.655.15146
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Citations
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- Zhao, Ju & Qiu, Ju & Zhou, Yong-Wu & Hu, Xiao-Jian & Yang, Ai-Feng, 2020. "Quality disclosure in the presence of strategic consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
- Haas, Alexander & Kenning, Peter, 2014. "Utilitarian and Hedonic Motivators of Shoppers’ Decision to Consult with Salespeople," Journal of Retailing, Elsevier, vol. 90(3), pages 428-441.
- Verbeke, Willem & Bagozzi, Richard P. & Belschak, Frank D., 2016. "The role of status and leadership style in sales contests: A natural field experiment," Journal of Business Research, Elsevier, vol. 69(10), pages 4112-4120.
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- Yan Dong & Yuliang Yao & Tony Haitao Cui, 2011. "When Acquisition Spoils Retention: Direct Selling vs. Delegation Under CRM," Management Science, INFORMS, vol. 57(7), pages 1288-1299, July.
- Lucia-Palacios, Laura & Pérez-López, Raúl & Polo-Redondo, Yolanda, 2020. "How situational circumstances modify the effects of frontline employees’ competences on customer satisfaction with the store," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
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- Selcuk, Cemil & Gokpinar, Bilal, 2022. "Incentivizing flexible workers in the gig economy: The case of ride-hailing," Cardiff Economics Working Papers E2022/11, Cardiff University, Cardiff Business School, Economics Section.
- Jennifer Brown & Dylan Minor, 2015. "Misconduct in Financial Services: Differences across Organizations," Harvard Business School Working Papers 16-022, Harvard Business School.
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- Sebald, Anna Kathrin & Jacob, Frank, 2016. "Curated Shopping: Value Creation durch One-to-One-Beratungsservice," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 33(6), pages 38-45.
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Keywords
Consumer Satisfaction; Salesforce Compensation; Signaling; Sales Assistance;All these keywords.
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