...Tao Yin; Tianshu Chu; Xiaorong Fu Purpose Owned social media (OSM) has emerged as a popular marketing strategy for companies in recent years. However, it remains unclear how sales are influenced by various OSM cues. To address this research void, this paper aims to explore the matching effect...

...Hongyan Liu; Shizheng Liu Purpose The effective and efficient motivation of the sales personnel affects the sales of a firm directly. The aim of this paper is to study the incentive effects of different compensation contracts under the framework of multi‐agent principal agent model, and it finds...