search query: @indexterm SALES MANAGEMENT / total: 391
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| Author: | Segalla, M (et al.) |
| Title: | A cross-national investigation of incentive sales compensation |
| Journal: | International Journal of Research in Marketing
2006 : DEC, VOL. 23:4, p. 419-433 |
| Index terms: | compensation Europe managers sales management |
| Freeterms: | sales force management |
| Language: | eng |
| Abstract: | The paper discusses why managers choose one sales compensation over another one. Managers from different countries weight objectives through experience in a way that theoretical models may not capture. This paper specifies a model examining the influence of cultural factors on sales compensation decisions of managers. The data was collected in six European countries. It was found that most European bank managers accept incentive pay to motivate salespeople, but reject equity allocations to achieve control and parity. |
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