Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations
Published Online:1 Jan 2007https://doi.org/10.1287/mksc.1060.0204
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Volume 26, Issue 1
January-February 2007
Pages 1-144
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- Received:October 22, 2002
- Published Online:January 01, 2007
Copyright © 2007, INFORMS
Cite as
Fabio Caldieraro, Anne T. Coughlan, (2007) Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations. Marketing Science 26(1):31-51.
https://doi.org/10.1287/mksc.1060.0204
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