Track 1: Sales Force Compensation

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.

More posts