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Sep 03, 2020
Description:
Centre for Business Markets at ISB is pleased to announce a series of Knowledge Creation Seminars. This seminar aims to create new knowledge in the marketing and sales domain. During the session, an academic expert will make a presentation of their current work for 20 minutes. Following the presentation, the researcher and 1-2 executives who are experts in that area will provide their insights and the relevance of the presented research for practice. A Q&A with the participants will follow the session. The goal of the Knowledge creation seminar is to provide a platform that allows for easy exchange of ideas and better collaboration between academicians and practitioners.
The first seminar in this series is a discussion on Activity-Based Incentives (ABI) for salespersons and sales managers. Despite the widespread prevalence of ABIs in practice, there is a distinct lack of empirical work studying the sales productivity effects of ABI pay that can provide the boundaries of this practice. With the cooperation of a large pharmaceutical firm, we investigated the impact of ABIs on sales productivity and identified conditions under which they work and on whom (salespersons or managers).
The first seminar in this series is a discussion on Activity-Based Incentives (ABI) for salespersons and sales managers. Despite the widespread prevalence of ABIs in practice, there is a distinct lack of empirical work studying the sales productivity effects of ABI pay that can provide the boundaries of this practice. With the cooperation of a large pharmaceutical firm, we investigated the impact of ABIs on sales productivity and identified conditions under which they work and on whom (salespersons or managers).
Sep 03, 2020
-
Sep 03, 2020
-
Description
Centre for Business Markets at ISB is pleased to announce a series of Knowledge Creation Seminars. This seminar aims to create new knowledge in the marketing and sales domain. During the session, an academic expert will make a presentation of their current work for 20 minutes. Following the presentation, the researcher and 1-2 executives who are experts in that area will provide their insights and the relevance of the presented research for practice. A Q&A with the participants will follow the session. The goal of the Knowledge creation seminar is to provide a platform that allows for easy exchange of ideas and better collaboration between academicians and practitioners.
The first seminar in this series is a discussion on Activity-Based Incentives (ABI) for salespersons and sales managers. Despite the widespread prevalence of ABIs in practice, there is a distinct lack of empirical work studying the sales productivity effects of ABI pay that can provide the boundaries of this practice. With the cooperation of a large pharmaceutical firm, we investigated the impact of ABIs on sales productivity and identified conditions under which they work and on whom (salespersons or managers).