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| Author: | Joseph, K. Kalwani, M. |
| Title: | The impact of environmental uncertainty on the design of salesforce compensation plans |
| Journal: | Marketing Letters
1995 : JUL, VOL. 6:3, p. 183-197 |
| Index terms: | SALES FORECASTING AGENCY THEORY ENVIRONMENT |
| Language: | eng |
| Abstract: | Designing a sales compensation plan is an important task of salesforce managers. recently, researchers in the marketing literature have used an agency-theoretic framework to explain the impact of environmental uncertainty on the proportion of incentive versus fixed pay in the sales compensation plan. While the theory and its variants have been well developed, empirical tests of some of the prescriptions emerging from this framework have been limited and inconclusive. In this research the authors empirically investigate the impact of environmental uncertainty on the design of salesforce compensation plans. |
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