Remuneration policies in the marketing area: behavioural vs. performance measures

Article Abstract:

A new study uses the agency theory framework to analyse the design of compensation plans and employee control systems in companies' marketing and sales departments.

Compensation management, Marketing personnel

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Toward an understanding of the role of cross-cultural equivalence in international personal selling

Article Abstract:

A new study investigates the impact of cross-cultural equivalence in an increasingly international marketplace and links it to the negotiations process.

International business enterprises, Multinational corporations

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Understanding the characteristics of price elasticities for frequently purchased packaged goods

Article Abstract:

A new study investigates the brand and category level factors of packaged goods to determine which are linked to brand price elasticities.

Marketing, Pricing, Packaged goods

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