1.
Goodbye Pareto Principle, Hello Long Tail: The Effect of Search Costs on the Concentration of Product Sales
by Hu, Yu (Jeffrey)
Management science, 2011, Vol.57 (8), p.1373-1386
2.
Why Do Salespeople Spend So Much Time Lobbying for Low Prices?
by Simester, Duncan
Marketing science (Providence, R.I.), 2014, Vol.33 (6), p.796-808
3.
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
by Chung, Doug J.
Marketing science (Providence, R.I.), 2014, Vol.33 (2), p.165-187
4.
Assessing Sale Strategies in Online Markets Using Matched Listings
by Einav, Liran
American economic journal. Microeconomics, 2015, Vol.7 (2), p.215-247
5.
Do Short Sellers Front-Run Insider Sales?
by Khan, Mozaffar
The Accounting review, 2013, Vol.88 (5), p.1743-1768
7.
Technology Usage and Online Sales: An Empirical Study
by DE, Prabuddha
Management science, 2010, Vol.56 (11), p.1930-1945
8.
Drivers of Sales Performance: A Contemporary Meta-Analysis. Have salespeople become knowledge brokers?
by Verbeke, Willem
Journal of the Academy of Marketing Science, 2011, Vol.39 (3), p.407-428
9.
Sales force leadership during strategy implementation: a social network perspective
by Hayati, Babak
Journal of the Academy of Marketing Science, 2017, Vol.46 (4), p.612-631
10.
Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent
by Shanahan, Kevin J
Journal of business ethics, 2018, Vol.159 (3), p.837-848
11.
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
by Lam, Son K
Journal of the Academy of Marketing Science, 2019, Vol.47 (4), p.659-680
12.
Sales enablement: conceptualizing and developing a dynamic capability
by Peterson, Robert M
Journal of the Academy of Marketing Science, 2020, Vol.49 (3), p.542-565
13.
QUANTIFYING THE SOURCES OF FIRM HETEROGENEITY
by Hottman, Colin J.
The Quarterly journal of economics, 2016, Vol.131 (3), p.1291-1364
14.
Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective
by Mullins, Ryan
Journal of the Academy of Marketing Science, 2019, Vol.48 (6), p.1053-1074
15.
Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions
by Salonen, Anna
Journal of the Academy of Marketing Science, 2020, Vol.49 (1), p.139-163
16.
High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms
by Ahearne, Michael
Management science, 2008, Vol.54 (4), p.671-685
17.
THE DANGERS OF DECOUPLING: THE RELATIONSHIP BETWEEN COMPLIANCE PROGRAMS, LEGITIMACY PERCEPTIONS, AND INSTITUTIONALIZED MISCONDUCT
by MacLean, Tammy L.
Academy of Management journal, 2010, Vol.53 (6), p.1499-1520
18.
Supply Chain Coordination Under Channel Rebates with Sales Effort Effects
by Taylor, Terry A
Management science, 2002, Vol.48 (8), p.992-1007
19.
A Good Insulation Always Knows Its Limitations: Dirty Harry Does Insulation
by Lstiburek, Joseph W
ASHRAE journal, 2021, Vol.63 (4), p.48
20.
The strategic role of the sales force: perceptions of senior sales executives
by Cron, William L
Journal of the Academy of Marketing Science, 2014, Vol.42 (5), p.471-489
