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| 02473cam 2200361zi 4500 |
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| 001 | 9.903152 |
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| 003 | CaOODSP |
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| 005 | 20221107180150 |
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| 006 | m o d f |
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| 007 | cr mn||||||||| |
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| 008 | 210908t20212021onca ob f000 0 eng d |
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| 040 | |aCaOODSP|beng|erda|cCaOODSP |
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| 043 | |aa-cc--- |
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| 086 | 1 |aFB3-5/2021-40E-PDF |
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| 100 | 1 |aJin, Haofeng, |eauthor. |
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| 245 | 10|aMeasuring the effectiveness of salespeople : |bevidence from a cold-drink market / |cby Haofeng Jin and Zhentong Lu. |
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| 264 | 1|aOttawa, Ontario : |bBank of Canada = Banque du Canada, |c2021. |
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| 264 | 4|c©2021 |
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| 300 | |a1 online resource (ii, 19 pages) : |billustrations. |
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| 336 | |atext|btxt|2rdacontent |
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| 337 | |acomputer|bc|2rdamedia |
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| 338 | |aonline resource|bcr|2rdacarrier |
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| 490 | 1 |aStaff working paper = |aDocument de travail du personnel, |x1701-9397 ; |v2021-40 |
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| 500 | |a"Last updated: August 20, 2021." |
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| 504 | |aIncludes bibliographical references (pages 17-19). |
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| 520 | 3 |a"Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese cold-drink manufacturer and information on its implemented salespeople assignment rule, we measure the causal effect of salespeople on product revenue. Our estimation strategy features a non-linear control function approach to address the endogeneity problem in salespeople assignment by exploiting the manufacturer's internal allocation rules. Our results show that the marginal effect of the first salesperson is 16.2 percent and that of the second is 10.6 percent. We provide some evidence on the incentive issues caused by the manufacturer's compensation plan as a possible explanation for the decreasing effect of an additional salesperson"--Abstract, page ii. |
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| 650 | 0|aBeverage industry|zChina|xEconometric models. |
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| 650 | 0|aSales personnel|zChina|xEconometric models. |
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| 650 | 6|aBoissons|xIndustrie|zChine|xModèles économétriques. |
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| 650 | 6|aVendeurs|xChine|xModèles économétriques. |
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| 710 | 2 |aBank of Canada, |eissuing body. |
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| 830 | #0|aStaff working paper (Bank of Canada)|v2021-40.|w(CaOODSP)9.806221 |
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| 856 | 40|qPDF|s588 KB|uhttps://publications.gc.ca/collections/collection_2021/banque-bank-canada/FB3-5-2021-40-eng.pdf |
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