The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

Keyphrases

• Payoff 100%
• Agent Behavior 100%
• Sales Management 100%
• Sales Force 100%
• Sales Force Management 100%
• Dynamic Analysis of Structures 100%
• Comprehensive Effect 100%
• High Performance 50%
• Fixed Payment 50%
• Management Policy 50%
• Training Effectiveness 50%
• Exclusion Restriction 50%
• Incentive System 50%
• Field Validation 50%
• Time Preference 50%
• Identification Key 50%
• Present Bias 50%
• Employee Selection 50%
• Salespeople 50%
• Nonlinear Compensation 50%
• Bias Training 50%
• Identification Condition 50%
• Management Instruments 50%
• Sales Training 50%
• Forward-looking Behavior 50%
• Hyperbolic Time 50%
• Employee Attrition 50%
• Non-pecuniary Benefit 50%
• Variable Pay 50%

Social Sciences

• Sales Force 100%
• Management Policy 33%
• Restructuring 33%
• Incentive System 33%
• Employee Selection 33%
• Sales Training 33%

Economics, Econometrics and Finance

• Restructuring 100%