search query: @author Srinivasan, K. / total: 17
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| Author: | Kalra, A. Shi, M. Srinivasan, K. |
| Title: | Salesforce compensation scheme and consumer inferences |
| Journal: | Management Science
2003 : MAY, VOL. 49:5, p. 655-672 |
| Index terms: | Compensation Consumer satisfaction Salespeople Signaling |
| Language: | eng |
| Abstract: | The authors investigate the salesforce compensation strategy of a company selling products in a category that several consumer find technically sophisticated, such as electronics or financial products with legal fine print. Consumers are unable to judge the value difference between a baseline product and a product upgrade with add-on features. While the company and the salespeople are informed of the value of these features, consumers are uncertain. Thus, consumers are bound to rely on sales assistance to evaluate alternatives. |
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