Multi-Segment and Single Segment Sales Contests: Evidence From Field and Lab Experiments on their Effectiveness
By Raghu Bommaraju, Swaminathan Arunachalam, Sebastian Hohenberg
Journal of Marketing Research
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Bommaraju, Raghu., Arunachalam, Swaminathan., Hohenberg, Sebastian. Multi-Segment and Single Segment Sales Contests: Evidence From Field and Lab Experiments on their Effectiveness Journal of Marketing Research .
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Journal of Marketing Research
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Raghuram Bommaraju is an Associate Professor of Marketing at the Indian School of Business (ISB). Prior to joining ISB, he served as an Assistant Professor at Iowa State University of Science and Technology. Professor Bommaraju currently focuses on two streams of research: sales force management and marketing-finance interface. 

His first dissertation essay received the Best Dissertation Award from the Sales SIG (Sales Special Interest Group), and his second dissertation essay was published as the lead article in the 2019 January edition of the Journal of Marketing, a premier journal in marketing.

He holds a PhD in Marketing from the University of Houston, an MBA from XLRI Jamshedpur, and an MS in Quantitative Economics from the Indian Statistical Institute. Prior to his doctorate, he worked for four years across analytics and retail industries.

Raghuram Bommaraju
Raghuram Bommaraju
Multi-Segment and Single Segment Sales Contests: Evidence From Field and Lab Experiments on their Effectiveness