조직 성과평가와 인센티브

• Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
  MKSCI · 2013 · 인용 199 · Doug J. Chung, Thomas J. Steenburgh, K. Sudhir
• Bonuses versus Commissions: A Field Study
  JMR · 2013 · 인용 67 · Sunil Kishore, Raghunath Singh Rao, Om Narasimhan 외
• Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions
  JMR · 2010 · 인용 188 · Michael Ahearne, Adam Rapp, Douglas E. Hughes 외
• How and When Does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation
  JM · 2012 · 인용 393 · Alex R. Zablah, George R. Franke, Tom J. Brown 외
• Doing Well versus Doing Good: The Differential Effect of Underdog Positioning on Moral and Competent Service Providers
  JM · 2016 · 인용 193 · Amna Kirmani, Rebecca W. Hamilton, Debora V. Thompson 외
• Do Customers and Employees Enjoy Service Participation? Synergistic Effects of Self- and Other-Efficacy
  JM · 2012 · 인용 316 · Chi Kin Yim, Kimmy Wa Chan, Simon S. K. Lam
• Does Selective Sales Force Training Work?
  JMR · 2018 · 인용 51 · Yashar Atefi, Michael Ahearne, James G. Maxham 외
• The Role of Reciprocity in Clarifying the Performance Payoff of Relational Behavior
  JMR · 2011 · 인용 92 · Jessica J. Hoppner, David A. Griffith

2024–2026

• Cardio with Mr. Treadmill: How Anthropomorphizing the Means of Goal Pursuit Increases Motivation
  JM · 2024 · 인용 6 · Lili Wang, Maferima Touré‐Tillery
• Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes
  JM · 2024 · 인용 5 · Molly Ahearne, Mohsen Pourmasoudi, Yashar Atefi 외
• A Comparative Analysis of Frontline Employee Wellness Benefits and Customer Responsiveness: A Social Exchange Theory Perspective
  JMR · 2025 · 인용 0 · Stephanie Noble, Dhruv Grewal, Riley T. Krotz 외
• EXPRESS: Whether, When, How, and Why Sales Managers Should Be Involved in Sales Teams
  JM · 2026 · 인용 0 · Daniel E. Chavez, Molly R. Burchett, Brian R. Murtha

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