Finding the Right Compensation MixSep 01, 2009
How to motivate sales agents to keep their annual quotas in sight
Dynamic Marketing Investment Strategies for Platform FirmsJan 1, 2009 Shrihari Sridhar, Murali K. Mantrala, Prasad A. Naik, and Esther Thorson, 2009, 09-121
Develops normative budgeting and allocation rules using a two-sided dynamic sales response model; tests the model using data from a daily newspaper company.
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-based Compensation PlansJan 1, 2009 Doug Chung, Thomas Steenburgh, and K. Sudhir, 2009, 09-115
Proposes a structural model of salespeople’s response to different compensation instruments at various earnings levels; uses individual-level data of salesforce performance during a three-year period at a Fortune 500 firm.
How Effective is Personal Selling?Jan 01, 2008
This meta-analysis offers guidelines to managers aiming to optimize personal-selling expenditures.
A Meta-analysis of Personal Selling ElasticitiesJan 1, 2008 Sönke Albers, Murali Mantrala, and Shrihari Sridhar, 2008, 08-100
Analyzes estimates from 46 empirical studies published during the past four decades to provide quantitative generalizations about the effects of personal selling.
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