Found 2 article(s) for author 'machine learning'

Dan Levy on Data-Driven Policy Making, Machine Learning and Human Judgment, and the Future of Higher Education in the Age of Technology

Dan Levy on Data-Driven Policy Making, Machine Learning and Human Judgment, and the Future of Higher Education in the Age of Technology March 2020. GrowthPolicy’s Devjani Roy interviewed Dan Levy, Senior Lecturer in Public Policy at Harvard Kennedy School and Faculty Director of Harvard Kennedy School’s Public Leadership Credential, on data-driven policy making, machine learning […]

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A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future? Doug Chung, February 2020, Paper, “Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role in motivating and incentivizing sales agents. This monograph reviews the evolution of research in sales compensation and discusses future trends and opportunities. Specifically, it examines the managerial relevance of the theoretical foundations, discussing the underlying reasons for their applicability (or lack thereof) in practice. Furthermore, the monograph surveys recent empirical methods—including field experiments and structural econometrics—that are practical for analyzing sales agents’ behavior under various compensation systems. It also discusses prominent areas of future research in the midst of a changing sales environment. In particular, this monograph sheds light on how the use of big data, machine learning, and artificial intelligence can affect sales strategy formulation and, thus, sales compensation systems to better motivate and incentivize an organization’s sales force.Link

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