In pursuit of short-term goals: Anticipating the unintended consequences of using special incentives to motivate the sales force

Journal of Business Research

Volumn 57, Issue 11, 2004, Pages 1265-1275

  Murphy, William H ^a  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

Author keywords

Goals; Incentives; Sales force

Indexed keywords

EID: 1842616274     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0148-2963(02)00447-2     Document Type: Article

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