search query: @author Riegler, C. / total: 2
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| Author: | Jung, M. K. P. Riegler, C. |
| Title: | Accounting information, salesforce compensation and acquisition of new customers. |
| Journal: | European Accounting Review
1999 : VOL. 8:3, p. 421-441 |
| Index terms: | Accounting Marketing strategy Market segmentation Marketing research |
| Language: | eng |
| Abstract: | The paper looks at the decision-influencing effects of accounting information. Especially, it discusses the effects of accounting-based performance measures on selling activities: data provided by the management accounting system is frequently used as a performance measure in salesforce compensation contracts. The paper emphasizes that standard compensation contracts may fail to induce goal-congruent behaviour. |
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