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| Author: | Tremblay, M. Côté, J. Balkin, D.B. |
| Title: | Explaining sales pay strategy using agency, transaction cost and resource dependence theories |
| Journal: | Journal of Management Studies
2003 : NOV, VOL. 40:7, p. 1651-1682 |
| Index terms: | Agency theory Pay Sales Transaction costs |
| Freeterms: | Resource dependence |
| Language: | eng |
| Abstract: | This data uses data from 325 French-Canadian organization to study the influence of key constructs related to agency, transaction cost and resource dependence theories on the proportion of salary in sales compensation. It was shown in usefulness analysis that performance information (9%), uncertainty (8%) and dependence resource (5%) constructs have a significant incremental contribution to sales compensation. |
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