Price discounts or coupon promotions: does it matter?

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

Orville C. Walker, Gilbert A. Churchill, Neil M. Ford · Journal of Marketing Research · 1977 · 573 citations

Management, Marketing, Organizational Behavior +15

Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

Goutam Challagalla, Tasadduq A. Shervani · Journal of Marketing · 1996 · 474 citations

Management, Organizational Behavior, Individual Differences +16

EDLP, Hi-Lo, and Margin Arithmetic

Stephen J. Hoch, Xavier Drèze, Mary E. Purk · Journal of Marketing · 1994 · 329 citations

Business, Economics, Marketing +17

Measuring the Effect of Retail Store Promotions on Brand and Store Substitution

V. Kumar, Robert P. Leone · Journal of Marketing Research · 1988 · 310 citations

Business, Marketing, Marketing Management +16

Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

Goutam Challagalla, Tasadduq A. Shervani · Journal of Marketing · 1996 · 245 citations

Management, Organizational Behavior, Individual Differences +16