Working Papers

	2021.WP.03 Navigating the Demands of Increasing Customer Participation through Firm and Individual Job Resources Jessica J. Hoppner, Paul Mills, David A. Griffith Despite massive investments that firms make in sales contests, the effectiveness of these contests has not been tested in a field setting. A working paper designs a new type of sales contest that addresses the criticism that the middle and bottom performers may not be motivated to participate in traditional contests. Executive Summary Full Working Paper
	2021.WP.02 Sales Force for Startups Huanhuan Shi, Shrihari Sridhar, and Rajdeep Grewal How do sales managers gauge the value of Inside Sales reps in increasing customer sales? Or determine how well an IS rep coordinates with an OS rep to serve a customer? A new paper helps Chief Sales Officers develop an approach to reliably quantify the incremental effects of an IS rep for generating customer sales in team selling situations. Executive Summary Full Working Paper
	2021.WP.01 Sales Force for Startups Olivier Rubel When and how should startups build sales organizations?  In this paper, Dr. Olivier Rubel offers a novel analytical model to analyze how sales force decisions by startups should differ from those made by profit maximizing firms. Executive Summary Full Working Paper