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Full-Text Articles in Business
Predicting Salesforce Reactions To New Territory Design According To Equity Theory Propositions, William L. Cron
Predicting Salesforce Reactions To New Territory Design According To Equity Theory Propositions, William L. Cron
Historical Working Papers
This paper analyzes the various parameters that affect the design of fair sales territories. Among these parameters are the effects of age, seniority, compensation schemes, and market structure. Since human motivation plays a part, there is considerable complexity in modeling the parameters.
Advertising, Pricing And Stability In Oligopolistic Markets For New Products, Chaim Fershtman, Vijay Mahajan, Eitan Muller
Advertising, Pricing And Stability In Oligopolistic Markets For New Products, Chaim Fershtman, Vijay Mahajan, Eitan Muller
Historical Working Papers
Models of market strategy are examined to determine the effect a firm's goodwill might have on the introduction of new products. Modeling is based on assumptions that products are essentially non-durable, that goodwill is generated by advertising, and production costs are the same, and that firms are generally equal in discounting profits and have similar objectives.