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...
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| Format: | Working Paper |
| Language: | en_US |
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Cambridge, MA; Alfred P. Sloan School of Management, Massachusetts Institute of Technology
2011
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| Online Access: | http://hdl.handle.net/1721.1/65413 |