search query: @author Kalra, A. / total: 4
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| Author: | Gaba, A. Kalra, A. |
| Title: | Risk behavior in response to quotas and contests |
| Journal: | Marketing Science
1999 : VOL. 18:3, p. 417-434 |
| Index terms: | Marketing research Risk Individual behaviour |
| Language: | eng |
| Abstract: | This paper examines how decisions on risk behaviour on the part of the sales representatives are influenced by compensation schemes. It shows that such decisions are sensitive to the payoff structure when a quota-based or a rank-order contest-based compensation scheme is used. |
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