Predicting the long-run profit impact of a contemplated sales force compensation plan

Impact des capacites organisationnelles sur le developpement des alliances

Arregle, Jean-Luc
Amburgey, Terry
Dacin, Tina
Centre National de la Recherche Scientifique (CNRS), 59 - Lille (France). Lab. Recherches Economiques et Sociales
Federation Universitaire et Polytechnique de Lille, 59 (France). Lab. de Recherches Economiques et Sociales (LABORES)

January 1997

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 5695 / INIST-CNRS -...

L'impact des annonces des franchissements de seuils sur la valeur de la firme

Tnani, Samia
Centre National de la Recherche Scientifique (CNRS), 75 - Paris (France). Centre de Recherches sur la Gestion
Paris-9 Univ., 75 (France). Centre d'Etudes et de Recherches en Gestion

January 1995

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 3938 / INIST-CNRS - I...

On the predictability of common stock returns : world-wide evidence

Hawawini, Gabriel
Kiem, Donald B.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1841 / INIST-CNRS - I...

The impact of cultural dimensions on sales force compensation

Rouzies, Dominique
Segalla, Michael
Besson, Madeleine
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 1999

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 6597 / INIST-CNRS -...

Prediction du tassement par fluage des fondations dans le premafrost

Puech, Alain
Dufond, Robert
Fondation Franco-Norvegienne pour la Recherche Scientifique et Technique et le Developpement Industriel, (France)
Geocean, 13 - Marseille (France)
Ministere de la Recherche et de l'Espace (MRE), 75 - Paris (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : AR 15098 / INIST-CNRS - ...

Salesforce compensation plans : an investigation of three-dimensional structures

Rouzies, Dominique
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 1996

SIGLEAvailable from INIST (FR), Document Supply Serviceunder shelf-number : DO 4735 / INIST-CNRS - I...

Optimal quota-reward plans for sales force motivation and satisfaction management

Darmon, Rene
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1996

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 5178 / INIST-CNRS -...

On the profitability of long lifetime customers An empirical investigation and implications for marketing

Reinartz, Werner J.
Kumar, V.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 2000

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 7056 / INIST-CNRS -...

Where do the best sales force profit producers come from ?

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1642 / INIST-CNRS - I...

Some empirical evidence about the relationship between a salesperson performance and territory potential

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1643 / INIST-CNRS - I...

Prediction d'effort pour les projets informatiques : un modele econometrique

Akoka, J.
Briolat, D.
Comyn-Wattiau, I.
Ecole Superieure des Sciences Economiques et Commerciales (ESSEC), 95 - Cergy-Pontoise (France). Centre de Recherche

January 1996

Available from INIST (FR), Document Supply Service, under shelf-number : DO 5193 / INIST-CNRS - Inst...

Optimal compensation plan structures for heterogeneous sales forces : an empirical application

Darmon, Rene Y.
Rouzies, Dominique
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1657 / INIST-CNRS - I...

A benefit congruency framework of sales promotion effectiveness

Chandon, P.
Wansink, B.
Laurent, G.
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 2000

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 7091 / INIST-CNRS -...

Sales force recruiting and training policies for minimizing turnover costs

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1667 / INIST-CNRS - I...

Forecasting : its role and value for long-term planning and strategy

Makridakis, S.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 1994

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 2897 / INIST-CNRS - I...

Impact des capacites organisationnelles sur le developpement des alliances

Arregle, Jean-Luc
Amburgey, Terry
Dacin, Tina
Centre National de la Recherche Scientifique (CNRS), 59 - Lille (France). Lab. Recherches Economiques et Sociales
Federation Universitaire et Polytechnique de Lille, 59 (France). Lab. de Recherches Economiques et Sociales (LABORES)

January 1997

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 5695 / INIST-CNRS -...

L'impact des annonces des franchissements de seuils sur la valeur de la firme

Tnani, Samia
Centre National de la Recherche Scientifique (CNRS), 75 - Paris (France). Centre de Recherches sur la Gestion
Paris-9 Univ., 75 (France). Centre d'Etudes et de Recherches en Gestion

January 1995

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 3938 / INIST-CNRS - I...

On the predictability of common stock returns : world-wide evidence

Hawawini, Gabriel
Kiem, Donald B.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1841 / INIST-CNRS - I...

The impact of cultural dimensions on sales force compensation

Rouzies, Dominique
Segalla, Michael
Besson, Madeleine
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 1999

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 6597 / INIST-CNRS -...

Prediction du tassement par fluage des fondations dans le premafrost

Puech, Alain
Dufond, Robert
Fondation Franco-Norvegienne pour la Recherche Scientifique et Technique et le Developpement Industriel, (France)
Geocean, 13 - Marseille (France)
Ministere de la Recherche et de l'Espace (MRE), 75 - Paris (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : AR 15098 / INIST-CNRS - ...

Salesforce compensation plans : an investigation of three-dimensional structures

Rouzies, Dominique
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 1996

SIGLEAvailable from INIST (FR), Document Supply Serviceunder shelf-number : DO 4735 / INIST-CNRS - I...

Optimal quota-reward plans for sales force motivation and satisfaction management

Darmon, Rene
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1996

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 5178 / INIST-CNRS -...

On the profitability of long lifetime customers An empirical investigation and implications for marketing

Reinartz, Werner J.
Kumar, V.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 2000

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 7056 / INIST-CNRS -...

Where do the best sales force profit producers come from ?

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1642 / INIST-CNRS - I...

Some empirical evidence about the relationship between a salesperson performance and territory potential

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1643 / INIST-CNRS - I...

Prediction d'effort pour les projets informatiques : un modele econometrique

Akoka, J.
Briolat, D.
Comyn-Wattiau, I.
Ecole Superieure des Sciences Economiques et Commerciales (ESSEC), 95 - Cergy-Pontoise (France). Centre de Recherche

January 1996

Available from INIST (FR), Document Supply Service, under shelf-number : DO 5193 / INIST-CNRS - Inst...

Optimal compensation plan structures for heterogeneous sales forces : an empirical application

Darmon, Rene Y.
Rouzies, Dominique
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1657 / INIST-CNRS - I...

A benefit congruency framework of sales promotion effectiveness

Chandon, P.
Wansink, B.
Laurent, G.
Chambre de Commerce et d'Industrie de Paris, 78 - Jouy-en-Josas (France). Groupe HEC

January 2000

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 7091 / INIST-CNRS -...

Sales force recruiting and training policies for minimizing turnover costs

Darmon, Rene Y.
Centre d'Etudes et de Recherche de l'Ecole Superieure des Sciences Economiques et Commerciales (CERESSEC), 95 - Cergy-Pontoise (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1667 / INIST-CNRS - I...

Forecasting : its role and value for long-term planning and strategy

Makridakis, S.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 1994

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 2897 / INIST-CNRS - I...

Impact des capacites organisationnelles sur le developpement des alliances

Arregle, Jean-Luc
Amburgey, Terry
Dacin, Tina
Centre National de la Recherche Scientifique (CNRS), 59 - Lille (France). Lab. Recherches Economiques et Sociales
Federation Universitaire et Polytechnique de Lille, 59 (France). Lab. de Recherches Economiques et Sociales (LABORES)

January 1997

SIGLEAvailable from INIST (FR), Document Supply Service, under shelf-number : DO 5695 / INIST-CNRS -...

L'impact des annonces des franchissements de seuils sur la valeur de la firme

Tnani, Samia
Centre National de la Recherche Scientifique (CNRS), 75 - Paris (France). Centre de Recherches sur la Gestion
Paris-9 Univ., 75 (France). Centre d'Etudes et de Recherches en Gestion

January 1995

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 3938 / INIST-CNRS - I...

On the predictability of common stock returns : world-wide evidence

Hawawini, Gabriel
Kiem, Donald B.
Institut Europeen d'Administration des Affaires (INSEAD), 77 - Fontainebleau (France)

January 1992

SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1841 / INIST-CNRS - I...

Predicting the long-run profit impact of a contemplated sales force compensation plan

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Predicting the long-run profit impact of a contemplated sales force compensation plan

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