The role of formal information sharing in key account team effectiveness: does informal control matter and when CJ Lai, Y Yang Journal of Personal Selling & Sales Management 37 (4), 313-331, 2017 | 28 | 2017 |
Can sales uncertainty increase firm profits? N Syam, JD Hess, Y Yang Journal of Marketing Research 53 (2), 199-206, 2016 | 22 | 2016 |
Thrill of victory and agony of defeat: Emotional rewards and sales force compensation Y Yang, NB Syam, JD Hess Quantitative marketing and economics 11, 379-402, 2013 | 14 | 2013 |
Sales contests versus quotas with imbalanced territories NB Syam, JD Hess, Y Yang Marketing letters 24, 229-244, 2013 | 9 | 2013 |
Unfairness in sales teams: A behavioral exploration Y Yang | 1 | 2014 |
How does Feedback Design Motivate the Next Generation of Salespeople? Theory and Evidence from an Experimental Study Y Yang, X Pan, C Lai-Bennejean National Conference in Sales Management, 2022 | | 2022 |
Performance Impact of Customer Orientation, Task Interdependence, and Information Sharing in Sales Teams: An Abstract CJ Lai, Y Yang Back to the Future: Using Marketing Basics to Provide Customer Value …, 2018 | | 2018 |