The purpose of this study was to systematically examine and organize the current body of
research literature that either quantitatively or qualitatively explored personal selling …

The study aims to synthesize four decades of research on emotions in marketing by delving
into the specifics of who, where, how, what and when. Using quantitative and qualitative …

The authors conduct a field experiment in which they vary the sales force compensation
scheme at an Asian enterprise that sells consumer durable goods. With variation generated …

In this study, we examine the effect of the differences in both sales ability and reservation
utility on the design of the pricing scheme and compensation contract under asymmetric …

This paper reports the results of a systematic review of recent literature on the use of
mathematical models in the marketing field to identify the main aims of model adoption in …

This article studies how the incentive structures and disclosure schemes of a contest affect
the contestants' intrinsic motivations. Specifically, the authors measure the effects of these …

This paper focuses on the role that envy can play in driving sales force behavior in
competitions. Envy, an unpleasant emotion that occurs when a person covets something that …

THE ROLE OF EMOTIONS AT THE STRATEGIC LEVEL OF DECSION-MAKING Skoči na glavni
sadržaj english Prijava i registracija Prijava Promjena načina autentikacije Registracija srce logo …

ULOGA EMOCIJA NA STRATEŠKOJ RAZINI ODLUČIVANJA Skoči na glavni sadržaj
english Prijava i registracija Prijava Promjena načina autentikacije Registracija srce logo …

“CEOs Get Paid Too Much, According to Pretty Much Everyone in the World,” states the HBR
Blog Network (Gavett, 2014) in September 2014. The article, by Kiatpongsan and Norton …