Is cash king for sales compensation plans? Evidence from a large-scale field intervention
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- Orhan Bahadır Doğan & V. Kumar & Avishek Lahiri, 2024. "Platform-level consequences of performance-based commission for service providers: Evidence from ridesharing," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 1240-1261, July.
- Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
- Valerie Good & Douglas E. Hughes & Hao Wang, 2022. "More than money: establishing the importance of a sense of purpose for salespeople," Journal of the Academy of Marketing Science, Springer, vol. 50(2), pages 272-295, March.
- Wyatt A. Schrock & Douglas E. Hughes & Yanhui Zhao & Clay Voorhees & John R. Hollenbeck, 2021. "Self-oriented competitiveness in salespeople: sales management implications," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1201-1221, November.
- Chung, Doug J. & Kim, Byungyeon & Syam, Niladri B., 2020. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?," Foundations and Trends(R) in Marketing, now publishers, vol. 11(1), pages 1-52, June.
- Yanwen Wang & Muxin Zhai & John G. Lynch, 2023. "Cashing Out Retirement Savings at Job Separation," Marketing Science, INFORMS, vol. 42(4), pages 679-703, July.
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More about this item
Keywords
Incentives; non-monetary compensation; field experiments; salesforce; mental accounting;All these keywords.
JEL classification:
- J50 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining - - - General
NEP fields
This paper has been announced in the following NEP Reports:- NEP-EXP-2019-06-24 (Experimental Economics)
- NEP-HRM-2019-06-24 (Human Capital and Human Resource Management)
- NEP-UPT-2019-06-24 (Utility Models and Prospect Theory)
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