Sales contests, promotion decisions and heterogeneous risk

2008 ◽  
Vol 29 (4) ◽  
pp. 371-382 ◽  
Author(s):  
James W. Bono
Keyword(s):  
Sales Contests

Sales contests versus quotas with imbalanced territories

2012 ◽  
Vol 24 (3) ◽  
pp. 229-244 ◽  
Author(s):  
Niladri B. Syam ◽  
James D. Hess ◽  
Ying Yang
Keyword(s):  
Sales Contests

Successful Sales Contests

1949 ◽  
Vol 13 (4) ◽  
pp. 559 ◽  
Author(s):  
R. D. Tousley
Keyword(s):  
Sales Contests

Designing Optimal Sales Contests: A Theoretical Perspective

2001 ◽  
Vol 20 (2) ◽  
pp. 170-193 ◽  
Author(s):  
Ajay Kalra ◽  
Mengze Shi
Keyword(s):  
Theoretical Perspective ◽  
Sales Contests

Two Studies on Using Specialty Advertising in Retail Sales Contests

1992 ◽  
Vol 1 (3) ◽  
pp. 75-94 ◽  
Author(s):  
Marjorie J. Cooper ◽  
Lawrence B. Chonko
Keyword(s):  
Retail Sales ◽  
Sales Contests

Customer value impact of sales contests

2010 ◽  
Vol 38 (6) ◽  
pp. 775-786 ◽  
Author(s):  
Jason Garrett ◽  
Srinath Gopalakrishna
Keyword(s):  
Customer Value ◽  
Sales Contests

The role of status and leadership style in sales contests: A natural field experiment

2016 ◽  
Vol 69 (10) ◽  
pp. 4112-4120 ◽  
Author(s):  
Willem Verbeke ◽  
Richard P. Bagozzi ◽  
Frank D. Belschak
Keyword(s):  
Field Experiment ◽  
Leadership Style ◽  
Natural Field ◽  
Natural Field Experiment ◽  
Sales Contests

Book Review: Successful Sales Contests

1949 ◽  
Vol 13 (4) ◽  
pp. 559-559
Author(s):  
R. D. Tousley
Keyword(s):  
Sales Contests
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