Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 5 of 5 for “"sales incentives"”.
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Sales Incentives and Sales Performance: The Moderating Effect of Cultural Dimensions
… lead to competitive advantages. Companies use sales incentives to motivate their sales force and customers in an effort to optimize sales performance. Despite a growing interest in international sales research, few studies address the impact of culture on sales performance. This research will …
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Essays on Motivating Investment
… between lowering list price, and offering sales incentives to attract buyers. Research suggests that under-pricing may not prove effective, while empirical investigations of seller-paid sales incentives have yielded mixed results. This study extends the literature by investigating …
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Profitability improvement through profit mapping
… of the business-individual product, account, sales person, territory, contract group, therapy system, or any combination of multiple dimensions. When we group data by accounts, we discover accounts that generate much higher profit than accounts that have higher revenue. Profit Map also shows …
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Strategies to reduce product waste in the consumer packaged goods industry
… areas such as production, warehousing, sales, procurement, and store operations. As a result, the industry has not made much progress in reducing this type of waste. We study three problems related to product expiration. Chapter 2 presents a descriptive study examining the root causes of …
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Developing product configurators for use in a multinational industrial goods company
… time and therefore also lower costs in both sales and engineering functions. However, difficulties arise in developing a product configurator for a global company operating in many different localized markets. This study develops a framework for multinational companies to first evaluate the …