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Group sales incentives boost weak brand sales, study finds - EurekAlert
UC Riverside marketing professor Subramanian “Bala” Balachander and his collaborators found in a study that with weaker brands, group incentives, such as sales commissions divided up equally among the sales team members, resulted in better sales performances for particular sales outlets that offer products from just one brand. They also found individual incentives, such as commissions based on each salesperson’s sales volumes, were more effective for stronger brands.
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