• 3 Citations
  • 1 h-Index
20182018
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Fingerprint Dive into the research topics where Madhu - Viswanathan is active. These topic labels come from the works of this person. Together they form a unique fingerprint.

Incentives Business & Economics
Cash Business & Economics
Salespeople Business & Economics
Bonus Business & Economics
Mental accounts Business & Economics
Individual differences Business & Economics
Household Business & Economics
Salesperson Business & Economics

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Research Output 2018 2018

  • 3 Citations
  • 1 h-Index
  • 1 Article
3 Citations (Scopus)

Is cash king for sales compensation plans? Evidence from a large-scale field intervention

Viswanathan, M. ., Li, X., John, G. & Narasimhan, O., Jun 1 2018, In : Journal of Marketing Research. 55, 3, p. 368-381 14 p.

Research output: Contribution to journalArticle

Cash
Incentives
Salespeople
Bonus
Seasonality