search query: @author Lal, R. / total: 14
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| Author: | Lal, R. |
| Title: | Salesforce compensation plans: an individual-level analysis |
| Journal: | Marketing Letters
1994 : APR, VOL. 5:2, p. 117-130 |
| Index terms: | AGENCY THEORY TRANSACTION COSTS COMPENSATION |
| Language: | eng |
| Abstract: | A series of recent analytic papers have investigated the issue of how to compensate a salesforce using either the agency theory paradigm or transaction cost analysis. Similarly other more descriptive investigations have led to practical guidelines for managing compensation plans. These two approaches are difficult to reconcile since there is no direct mapping between the more managerially relevant independent variables used in the descriptive literature and the more abstract variables used in the analytic frameworks. This study is unique as it uses cross-sectional data at the individual level in relating the effect of various independent variables to salesperson-specific compensations plans. |
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