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A book line said that;
“Incentives may be potential conflict when contrasting long and short term objectives. (e.g. sales staff offering discounts to customers to win extra orders this year to get a bonus, at the expense of next year’s sales).”Professor, how can giving discount today be expense for next year’s sales? It should increase sales.
If giving discounts causes buyers to accelerate their purchases from next year to this year then next year’s sales will potentially suffer.
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