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An Open Systems
Application of Operations Research to Per
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ability achieve adding machine analysis application asset average basic behavior Billy Graham budget Carborundum changes company's compensation plan concept consumer costs criteria customers dealers decision determine distributor Ditz effective effort evaluation example factors firms Frederick Herzberg function goals Harvard Business Review identified important improve incentive individual industrial job satisfaction Journal of Marketing Leon Festinger level of aspiration major managerial measure ment method motivation n-Ach needs new-business occupational operations research participation personal selling personnel potential problems profit prospect Psychology quintile quota relationships reports responsibility Review rewards role salary sales contests sales executive sales force sales groups sales job sales organization sales territories sales volume salesman selection selling situations selling strategy semantic differential social specific status stimulus-response theory success suggests supervision supervisor target income techniques theory tion turnover variables