Compensation and peer effects in competing sales teams

Management Science

Volumn 60, Issue 8, 2014, Pages 1965-1984

  Chan, Tat Y ^a   Li, Jia ^b   Pierce, Lamar ^a  

^a WASHINGTON UNIVERSITY IN ST LOUIS   (United States)

^b PURDUE UNIVERSITY   (United States)

Author keywords

Compensation; Competitive strategy; Market performance; Marketing; Peer effects; Productivity; Sales force; Selling strategy

Indexed keywords

COMMERCE; COMPENSATION (PERSONNEL); COMPETITION; MARKETING; PRODUCTIVITY;

COMPETITIVE STRATEGY; MARKET PERFORMANCE; PEER EFFECTS; SALES FORCE; SELLING STRATEGIES;

SALES;

EID: 84897903115     PISSN: 00251909     EISSN: 15265501     Source Type: Journal    
DOI: 10.1287/mnsc.2013.1840     Document Type: Article

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