search query: @indexterm DEBT FINANCING / total: 179
reference: 9 / 179
| Author: | Arya, A. (et al.) |
| Title: | On the role of receivables in managing salesforce incentives |
| Journal: | European Accounting Review
2006 : VOL. 15:3, p. 311-324 |
| Index terms: | customers credit debt financing incentives salespeople |
| Language: | eng |
| Abstract: | Companies sell routinely on credit (here as: cr.) in spite of conventional wisdom suggesting that offering cr. is a necessary evil when dealing with insistent cash-constrained customers. In this paper, a more positive view of trade cr. is provided. It is found that offering cr. can enhance the efficiency of incentive contracts with sales personnel. In effect, with a cr. sale, a client gets a second chance to generate enough cash. |
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