Price Delegation or Not? The Effect of Heterogeneous Sales Agents

2020 ◽  
Author(s):  
Jian Chen ◽  
He Huang ◽  
Liming Liu ◽  
Hongyan Xu
Keyword(s):  
Sales Agents

Hatred and Profits: Under the Hood of the Ku Klux Klan*

2012 ◽  
Vol 127 (4) ◽  
pp. 1883-1925 ◽  
Author(s):  
Roland G. Fryer ◽  
Steven D. Levitt
Keyword(s):  
Residential Mobility ◽  
Ku Klux Klan ◽  
Archival Data ◽  
Foreign Born ◽  
Multilevel Marketing ◽  
Religious Intolerance ◽  
Wide Range ◽  
Political Impact ◽  
Terrorist Organization ◽  
Sales Agents

Abstract In this article, we analyze the 1920s Ku Klux Klan, those who joined it, and its social and political impact by combining a wide range of archival data sources with data from the 1920 and 1930 U.S censuses. We find that individuals who joined the Klan in some cities were more educated and more likely to hold professional jobs than the typical American. Surprisingly, we find little evidence that the Klan had an effect on black or foreign-born residential mobility or vote totals. Rather than a terrorist organization, the 1920s Klan is best described as social organization with a very successful multilevel marketing structure fueled by an army of highly incentivized sales agents selling hatred, religious intolerance, and fraternity in a time and place where there was tremendous demand.

PUBLIC HEALTH, NURSING AND MEDICAL SOCIAL WORK

PEDIATRICS ◽  
1953 ◽  
Vol 11 (3) ◽  
pp. 290-293
Keyword(s):  
World Health Organization ◽  
Health Program ◽  
International Health ◽  
World Health ◽  
Expert Committee ◽  
Medical Social Work ◽  
The World ◽  
Health Nursing ◽  
Health Organization ◽  
Sales Agents

STANDARDIZATION of terminology for drugs and scientific substances appears to be a highly desirable goal. Exchange of information through publication and individual communication would be far less subject to misinterpretation if nomenclature were precise and unchanged. Furthermore, increase in world travel makes it more necessary than ever that patients, physicians, and pharmacists be able severally to request and comply with requests for drugs without worry about differences in names. International health co-operation and regional health program would obviously benefit from simplification of terminology. The situation has recently been reviewed by P. Blanc, Secretary of the World Health Organization Expert Committee on the International Pharmacopoeia, before the International Pharmaceutical Federation. His paper has been summarized in the Chronicle of the World Health Organization, for November 1952, volume 6, page 322, from which the following extracts are taken: "At first sight it might seem that, for the numerous drugs which are chemical compounds, the chemical names could be used; but the latter are often so complicated that manufacturers and sales agents spontaneously adopt simpler and shorter names. Obviously `riboflavine' sounds better and is more easily remembered than 6:7-dimethyl-9-(D-1'-ribityl)izo-alloxazine. But, unfortunately, the same substance is known elsewhere by the name of `lactoflavine' or `vitamin B2'. Another example may be cited, namely that of the methadone hydrochloride of the Pharmacopoea Internationalis (6-dimethylamino-4,4-diphenyl-3-heptanone), which is known in different countries under the following names: amidone, miadone, diadone, diaminon, mephenon, symoron, etc.

Delivery and Sales Agents

2012 ◽  
pp. 164-183
Author(s):  
Suzanne Lyons
Keyword(s):  
Sales Agents

Sales Force Compensation Design for Two-Sided Market Platforms

2019 ◽  
Vol 56 (4) ◽  
pp. 666-678 ◽  
Author(s):  
Hemant K. Bhargava ◽  
Olivier Rubel
Keyword(s):  
Network Effects ◽  
Sales Force ◽  
Compensation Plans ◽  
Agency Relationship ◽  
Indirect Network Effects ◽  
Compensation Plan ◽  
Sales Agent ◽  
Sales Compensation ◽  
Sales Agents ◽  
Compensation Design

The authors study the use of sales agents for network mobilization in a two-sided market platform that connects buyers and sellers, and they examine how the presence of direct and indirect network effects influences the design of the sales compensation plan. They employ a principal–agent model in which the firm tasks sales agents to mobilize the side of the platform that it monetizes (i.e., sellers). Specifically, the presence of network effects alters the agency relationship between the firm and the sales agent, requiring the platform firm to alter the compensation design, and the nature of the alteration depends on whether the network effects are direct or indirect and positive or negative. The authors first show how the agent’s compensation plan should account for different types of network effects. They then establish that when the platform firm compensates the agent solely on the basis of network mobilization on the side cultivated by the agent (sellers), as intuition would suggest, it will not fully capitalize on the advantage of positive network effects; that is, profit can be lower under stronger network effects. To overcome this limitation, the platform should link the agent’s pay to a second metric, specifically, network mobilization on the buyer side, even though the agent is not assigned to that side. This design induces a positive relation between the strength of network effects and profit. This research underlines the complexity and richness of network effects and provides managers with new insights regarding the design of sales agents’ compensation plans for platforms.

scholarly journals Personal selling in health and medicine: using sales agents to engage audiences

2020 ◽  
Vol 20 (S1) ◽  
Author(s):  
James K. Elrod ◽  
John L. Fortenberry
Keyword(s):  
Health Services ◽  
Public Relations ◽  
Critical Role ◽  
Healthcare Providers ◽  
Personal Selling ◽  
Sales Force ◽  
Marketing Communications ◽  
Medical Institutions ◽  
Services Industry ◽  
Sales Agents

Abstract Background Personal selling—the use of sales agents to personally deliver messages to target audiences—is often not the first conveyance pathway that comes to mind when thinking about marketing communications in the health services industry. This is not surprising given that sales force roles are not as public and prominent as other promotional avenues, such as advertising and public relations. Further, the titles held by those in sales-oriented roles in the health services industry are usually more discreet, carrying designations such as community liaison, business development officer, and the like. Regardless of title, sales roles involve personally interacting with desired audiences to compel some sort of action, adding a vital form of communication that bolsters engagement opportunities. Discussion Personal selling plays a critical role in the promotion of health services organizations. Perhaps most obviously, it is distinguished from its counterparts in the marketing communications mix by its use of people to deliver messages to desired audiences. Associated titles, duties, and expectations vary widely between and among those healthcare entities which make use of personal selling, as there is no pat formula for deployment within health services environments. To shed light on personal selling, this article presents an associated overview through the lens of Willis-Knighton Health System, sharing practical insights and experiences which can assist peer healthcare establishments in understanding, shaping, and honing sales roles within their own facilities. Conclusions Taking advantage of the utility afforded by direct, personal interactions with audiences, personal selling provides a helpful communications resource that better enables healthcare providers to connect proficiently with target markets. It supplements other forms of marketing communication, operating synergistically to help healthcare institutions achieve their conveyance goals. Prudent deployment of this unique marketing communications method affords health and medical institutions with a capable conveyance asset that can provide great assistance in achieving communicative ambitions.

Legal Constraints and Marketing Research: Review and Call to Action

1979 ◽  
Vol 16 (3) ◽  
pp. 295-302 ◽  
Author(s):  
Cynthia J. Frey ◽  
Thomas C. Kinnear
Keyword(s):  
Federal Trade Commission ◽  
Marketing Research ◽  
Research Review ◽  
Operating Environment ◽  
Call To Action ◽  
Policy Issues ◽  
The Public ◽  
Legal Constraints ◽  
Sales Agents ◽  
Privacy Issues

Marketing researchers operate in an environment which is ripe for legislation. Researcher-respondent privacy issues, unfair and deceptive practices among researchers, and the continual problem of “sugging,” or the impersonation of legitimate interviewers by sales agents, demand attention. The authors attempt to make marketing researchers more cognizant of current legislation and the potential implications of the Magnuson-Moss/Federal Trade Commission Improvement Act. Professionals in marketing research are called upon to respond in a positive and productive fashion to the public policy issues in their operating environment.

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