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Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth

Citations

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Cited by:

  1. Liu, Zhuping & Duan, Jason A & Mahajan, Vijay, 2020. "Dynamics and peer effects of brand revenue in college sports," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 756-771.
  2. Michał Kot, 2022. "An agent-based model of consumer choice. An evaluation of the strategy of pricing and advertising," Operations Research and Decisions, Wroclaw University of Science and Technology, Faculty of Management, vol. 32(1), pages 73-95.
  3. Saghafian, Soroush & Imanirad, Raha & Traub, Stephen J., 2019. "Do Physicians Influence Each Other’s Performance? Evidence from the Emergency Department," Working Paper Series rwp19-018, Harvard University, John F. Kennedy School of Government.
  4. Hummy Song & Anita L. Tucker & Karen L. Murrell & David R. Vinsonc, 2018. "Closing the Productivity Gap: Improving Worker Productivity Through Public Relative Performance Feedback and Validation of Best Practices," Management Science, INFORMS, vol. 64(6), pages 2628-2649, June.
  5. Gabriel R. Gonzalez & Danny P. Claro, 2019. "How intrafirm intermediary salespeople connect sales to marketing and product development," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 795-814, September.
  6. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  7. Claro, Danny P. & Ramos, Carla & Gonzalez, Gabriel R. & Palmatier, Robert W., 2020. "Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 74-92.
  8. Haoyuan Liu & Wen Wen & Andrew B. Whinston, 2018. "Peer influence in the workplace: Evidence from an enterprise digital platform," Working Papers 18-08, NET Institute.
  9. Nicola Cortinovis & Frank van der Wouden, 2021. "Better by design? Collaboration and performance in the board-game industry," Papers in Evolutionary Economic Geography (PEEG) 2104, Utrecht University, Department of Human Geography and Spatial Planning, Group Economic Geography, revised Jan 2021.
  10. Megan Lawrence, 2020. "Replication using templates: Does the unit learn from itself, the template, or both?," Strategic Management Journal, Wiley Blackwell, vol. 41(11), pages 1955-1982, November.
  11. Hideo Owan, 2014. "How should teams be formed and managed?," IZA World of Labor, Institute of Labor Economics (IZA), pages 1-83, August.
  12. Pranav Jindal & Peter Newberry, 2022. "The Profitability of Revenue-Based Quotas Under Price Negotiation," Management Science, INFORMS, vol. 68(2), pages 917-940, February.
  13. Anderson, Axel, 2015. "A dynamic generalization of Becker's assortative matching result," Journal of Economic Theory, Elsevier, vol. 159(PA), pages 290-310.
  14. Christos Kolympiris & Sebastian Hoenen & Peter G. Klein, 2019. "Learning by Seconding: Evidence from National Science Foundation Rotators," Organization Science, INFORMS, vol. 30(3), pages 528-551, May.
  15. Kawata, Yuji & Owan, Hideo, 2022. "Peer effects on job satisfaction from exposure to elderly workers," Journal of the Japanese and International Economies, Elsevier, vol. 63(C).
  16. Victoria Sevcenko & Sendil Ethiraj, 2018. "How Do Firms Appropriate Value from Employees with Transferable Skills? A Study of the Appropriation Puzzle in Actively Managed Mutual Funds," Organization Science, INFORMS, vol. 29(5), pages 775-795, October.
  17. De Bruyn, Arnaud & Viswanathan, Vijay & Beh, Yean Shan & Brock, Jürgen Kai-Uwe & von Wangenheim, Florian, 2020. "Artificial Intelligence and Marketing: Pitfalls and Opportunities," Journal of Interactive Marketing, Elsevier, vol. 51(C), pages 91-105.
  18. Francesco Amodio & Miguel A. Martinez-Carrasco, 2023. "Workplace Incentives and Organizational Learning," Journal of Labor Economics, University of Chicago Press, vol. 41(2), pages 453-478.
  19. Tat Y. Chan & Jia Li & Lamar Pierce, 2014. "Compensation and Peer Effects in Competing Sales Teams," Management Science, INFORMS, vol. 60(8), pages 1965-1984, August.
  20. Claro, Danny P. & Kamakura, Wagner A., 2017. "Identifying Sales Performance Gaps with Internal Benchmarking," Journal of Retailing, Elsevier, vol. 93(4), pages 401-419.
  21. Barlow, Matthew A. & Hesterly, William S. & Cameron Verhaal, J., 2023. "Catching a falling star: Mobility of declining star performers, peer effects, and organizational performance in the National Football League," Journal of Business Research, Elsevier, vol. 165(C).
  22. KAWATA Yuji & OWAN Hideo, 2020. "Peer Effects on Job Satisfaction from Exposure to Elderly Workers," Discussion papers 20084, Research Institute of Economy, Trade and Industry (RIETI).
  23. Hope, Ole-Kristian & Su, Xijiang, 2021. "Peer-level analyst transitions," Journal of Corporate Finance, Elsevier, vol. 70(C).
  24. Kosuke Uetake & Nathan Yang, 2020. "Inspiration from the “Biggest Loser”: Social Interactions in a Weight Loss Program," Marketing Science, INFORMS, vol. 39(3), pages 487-499, May.
  25. Corgnet, Brice & Hernán-González, Roberto & Mateo, Ricardo, 2023. "Peer effects in an automated world," Labour Economics, Elsevier, vol. 85(C).
  26. Linda Argote & Sunkee Lee & Jisoo Park, 2021. "Organizational Learning Processes and Outcomes: Major Findings and Future Research Directions," Management Science, INFORMS, vol. 67(9), pages 5399-5429, September.
  27. Youngtak M. Kim & John R. Busenbark & Seung-Hwan Jeong & Son K. Lam, 2022. "The performance impact of marketing dualities: a response surface approach to resolving empirical challenges," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 915-940, September.
  28. Yi Zhao & Sha Yang & Matthew Shum & Shantanu Dutta, 2022. "A Dynamic Model of Player Level-Progression Decisions in Online Gaming," Management Science, INFORMS, vol. 68(11), pages 8062-8082, November.
  29. WANG Liya & KAWATA Yuji & TAKAHASHI Kohei, 2024. "Peer Effects in Human Capital Investment Decisions and Gender Differences," Discussion papers 24055, Research Institute of Economy, Trade and Industry (RIETI).
  30. Rajat Kumar Behera & Pradip Kumar Bala & Nripendra P. Rana & Hatice Kizgin, 2022. "A Techno-Business Platform to Improve Customer Experience Following the Brand Crisis Recovery: A B2B Perspective," Information Systems Frontiers, Springer, vol. 24(6), pages 2027-2051, December.
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