search query: @indexterm SALESMEN / total: 340
reference: 11 / 340
| Author: | Ghosh, M. John, G. |
| Title: | Experimental evidence for agency models of salesforce compensation |
| Journal: | Marketing Science
2000 : FALL, VOL. 19:4, p. 348-365 |
| Index terms: | Salesmen Compensation |
| Language: | eng |
| Abstract: | Academic work on sales compensation plans features agency models prominently, and these models have also been used to build decision aids for managers. However, empirical support remains sketchy. We conducted three experiments to investigate three unresolved predictions involving the incentive-insurance trade-off posited in the model. |
SCIMA