The Thought Leadership on the Sales Profession Conference

Track 1: Sales Force Compensation

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Incentives versus Reciprocity: Insights from a Field Experiment

– Doug Chung and Das Narayandas

Is Cash King? A Field Intervention on Mental Accounting in a Sales Force

– Madhu Viswanathan, Xiaolin Li, Om Narasimhan, and George John

The Impact of Sales Incentives on Salesperson Input versus Sales Output: Evidence from a Field Experiment

– Ian Larkin
A PDF version of this session’s PowerPoint deck is available here.

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