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Takes readers through the evolution of academic research on sales compensation. By examining the relevance of existing research, the book provides guidance on the design of an effective compensation system. It also discusses how recent technological advances in artificial intelligence and machine learning shape sales strategy transformation.

Provides an overview of revenue management (RM) and discusses approaches that firms can use to more profitably manage and define the ways in which they sell their capacity. The book offers an in-depth discussion of the roles that price, time, and space play in RM, and discusses marketing and customer conflicts that arise from the application of RM.

Discusses the central role that artificial intelligence and, more specifically, machine learning can play as a research method in the marketing field. The goal of this monograph is to provide marketing with an overview of machine learning and to analyse required learning, applications, and future developments.