February 12, 2014 Posted by: bob Category: No Comments 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.