Dealer Hoarding, Sales Push and Seed Returns: Characterizing the Interdependency between Dealer Incentives and Salesforce Management

Hybrid seed suppliers experience excessive and costly rates of seed returns from dealers, who order in advance of grower demand realization and may return unsold seeds at the end of the season. Sales representatives know they must carefully gather information on grower demand for seed types and q...

Descripció completa

Dades bibliogràfiques
Autor principal: Goncalves, Paulo
Format: Working Paper
Idioma:en_US
Publicat: Cambridge, MA; Alfred P. Sloan School of Management, Massachusetts Institute of Technology 2011
Matèries:
Accés en línia:http://hdl.handle.net/1721.1/65413