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...

詳細記述

書誌詳細
第一著者: Goncalves, Paulo
フォーマット: Working Paper
言語:en_US
出版事項: Cambridge, MA; Alfred P. Sloan School of Management, Massachusetts Institute of Technology 2011
主題:
オンライン・アクセス:http://hdl.handle.net/1721.1/65413