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Miniature of Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation

GSB Authors: Harikesh Nair
Date: 2016-04-01
Publication Type: Articles
Publication: Journal of Marketing Research

Miniature of A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation

A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation

GSB Authors: Harikesh Nair
Date: 2009-09-18
Publication Type: Working Papers

Miniature of Avaya (B), Implementing the New Go-To-Market Model

Avaya (B), Implementing the New Go-To-Market Model

GSB Authors: Mark Leslie
Date: 2005-03-09
Publication Type: Cases