Showing results 1 - 3 of 3
February 2020, Paper: "Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to…
Incentives Versus Reciprocity: Insights from a Field Experiment. Doug Chung, Das Narayandas, August 2017, Paper, "The authors conduct a field experiment in which they vary the…
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans. Doug Jin Chung , January 25, 2013, Paper. "We estimate a dynamic structural…