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

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...

Fuld beskrivelse

Bibliografiske detaljer
Hovedforfatter:	Goncalves, Paulo
Format:	Working Paper
Sprog:	en_US
Udgivet:	Cambridge, MA; Alfred P. Sloan School of Management, Massachusetts Institute of Technology 2011
Fag:	Salesforce management sales resource allocation dealer hoarding dealer incentives sales targets behavioral modeling system dynamics
Online adgang:	http://hdl.handle.net/1721.1/65413

Lignende værker

IMPROVING THE SALES PROCESS OF THE AUTO DEALER ENTERPRISE: HIDDEN POINTS OF GROWTH
af: E. Kuptsova, et al.
Udgivet: (2019-11-01)

ANALYSIS DEALER NETWORKS IN RUSSIA
af: L. Alimova
Udgivet: (2018-03-01)

ENSURING THE QUALITY OF LOGISTIC SERVICE OF AUTOMOBILE DEALERS
af: T. A. Salimova, et al.
Udgivet: (2017-03-01)

The role of agro-input dealer certification in promoting sustainable pest control: insights from Uganda
af: Justice A. Tambo, et al.
Udgivet: (2024-12-01)

Running your own antiques business /
af: 258694 Riley, Noel, et al.
Udgivet: (1985)

METHODS FOR STIMULATION OF AUTOMOTIVE MARKET IN CURRENT ECONOMIC CONDITIONS
af: L. Alimova
Udgivet: (2018-07-01)

MANAGEMENT FEATURES OF SALES DEPARTMENT IN THE AUTOMOTIVE BUSINESS
af: S. Gusev
Udgivet: (2016-09-01)

Impossible /
af: Steel, Danielle, August 14, 1947, 339370
Udgivet: (2006)

GEOMARKETING FORMING INFRASTRUCTURE OF DEALER ENTERPRISES OF REPAIR-TECHNICAL BASE OF AIC REGION
af: Anton Zakharin, et al.
Udgivet: (2022-05-01)

The complete guide to sales force incentive compensation : how to design and implement plans that work /
af: 183612 Zoltners, Andris A., et al.
Udgivet: (2006)

Impact of efficiency indicators and its related aspects on the market return: An applied study on Palestine Stock Exchange
af: Bahaa Awwad, et al.
Udgivet: (2021-08-01)

DEVELOPMENT OF FUNCTIONAL MODEL OF RECORDING SERVICE IN DEALER SYSTEM
af: Alexandra Y. Skornyakova
Udgivet: (2016-08-01)

A study to find out the reasons why car dealers sales declined / Sany Abdillah Hj. Ahmad
af: Abdillah HJ. Ahmad, Sany
Udgivet: (2006)

HIDDEN RICHES /
af: Roberts, Nora, 1950- author 465662
Udgivet: (1995)

Any human heart /
af: Boyd, William, 1952- author
Udgivet: (2002)

The careful use of compliments /
af: Smith, Alexander McCall, 1948-
Udgivet: (2007)

« Faire la ferraille » en banlieue parisienne : glaner, bricoler et transgresser
af: Bénédicte Florin, et al.
Udgivet: (2019-04-01)

Analysis of the work of the commodity distribution network of JSC “Mogotex” and choosing a strategy for interacting with intermediaries
af: L. Klimova
Udgivet: (2020-08-01)

The sales compensation handbook /
af: Colt, Stockton B., 1946-
Udgivet: (c199)

GliTTER /
af: Pike, Aprilynne, author
Udgivet: (2016)

Palm oil seeds sales forecasting system /
af: Raihayu Abd Rahman, 1977, et al.
Udgivet: (2009)

Palm oil seeds sales forecasting [electronic resource] /
af: Raihayu Abd Rahman, 1977, et al.
Udgivet: (2009)

Sales management /
af: 277475 Dalrymple, Douglas J., et al.
Udgivet: (2004)

DEVELOPMENT OF ARCHITECTURAL MODEL OF UNIVERSAL RECORDING SERVICE DEALER SYSTEM SCRIPT
af: Alexandra Y. Skornyakova
Udgivet: (2016-08-01)

Everyones business on sales : the secrets to a successful sales career/
af: 184201 Dewey, Bill
Udgivet: (1992)

Malaysian law of sale of goods : cases and materials /
af: Ivamy, E. R. Hardy (Edward Richard Hardy), et al.
Udgivet: (1995)

The sales manager's troubleshooter /
af: 280938 Cebrowski, John, et al.
Udgivet: (1998)

Dalrymples sales management /
af: Cron, William L., 1949-, et al.
Udgivet: (2006)

Compensating new sales roles : how to design rewards that work in today's selling environment /
af: Colletti, Jerome A., et al.
Udgivet: (c200)

The essential sales management handbook /
af: 460655 Gschwandtner, Gerhard
Udgivet: (2007)

Managing sales and marketing training /
af: Forsyth, Patrick
Udgivet: (1984)

The bills of sale in Singapore and Malaysia /
af: 442778 Anandarajah, Kala
Udgivet: (1995)

Optimization of Direct Sales and Sales Canvasser Sales Target Monitoring With RESTful API Implementation on Web-Based Monitoring System
af: Restian Dwi Friwaldi, et al.
Udgivet: (2024-11-01)

Sales Activity as an Important Factor in The Development of the Enterprise in Modern Conditions
af: A. G. Karapetyan
Udgivet: (2021-03-01)

Sales and Inventory Planning with SAP APO /
af: Hoppe, Marc, author 653521
Udgivet: (2007)

The over-the counter securities markets /
af: 344093 Loll, Leo M., et al.
Udgivet: (1981)

Playing the game /
af: Bradford, Barbara Taylor, 1933-
Udgivet: (2011)

Summer in eclipse bay /
af: 457545 Krentz, Jayne Ann
Udgivet: (2002)

THE JACKAL'S SHARE /
af: Morgan Jones, Chris, 1971-, author.
Udgivet: (2013)

Factors influencing share repurchase decision of listed companies in Bursa Malaysia (Main Market) / Ahmad Haziq Ahmad Bakhtiar
af: Ahmad Bakhtiar, Ahmad Haziq
Udgivet: (2017)