Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels".
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| Title: | Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels". |
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| Authors: | Jerath, Kinshuk1 (AUTHOR) kj2323@gsb.columbia.edu, Long, Fei2 (AUTHOR) fei_long@kenan-flagler.unc.edu |
| Source: | Journal of Marketing Research (JMR). Apr2020, Vol. 57 Issue 2, p211-235. 25p. 7 Charts, 8 Graphs. |
| Database: | Business Source Ultimate |
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| ISSN: | 00222437 |
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| DOI: | 10.1177/0022243719887378 |
