Sales incentive decisions within an attribution theory framework

dc.contributor.author	Dholakia, Ruby Roy
dc.date.accessioned	2010-03-22T04:32:21Z
dc.date.available	2010-03-22T04:32:21Z
dc.date.copyright	1978-09
dc.date.issued	2010-03-22T04:32:21Z
dc.identifier.uri	http://hdl.handle.net/11718/1474
dc.description.abstract	Sales incentives are frequently used by marketers to launch new products or boost the sale of existing products. Two of the major decisions concerning the use of sales incentive are what size and what form of incentive to offer. While the objective is to influence overt purchasing behaviour, the underlying processes are of interest in explaining and predicting the magnitude of response. Attribution theory is used to provide a framework for these decisions and in understanding the process that leads to overt behaviour.	en
dc.language.iso	en	en
dc.relation.ispartofseries	WP;1978/245
dc.subject	Incentives	en
dc.subject	Sales	en
dc.title	Sales incentive decisions within an attribution theory framework	en
dc.type	Working Paper	en