search query: @author Misra, S. / total: 6
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| Author: | Krishnamoorthy, A. Misra, S. Prasad, A. |
| Title: | Scheduling sales force training: Theory and evidence |
| Journal: | International Journal of Research in Marketing
2005 : DEC, VOL. 22:4, p. 427-440 |
| Index terms: | salespeople training compensation control theories models |
| Language: | eng |
| Abstract: | In this paper, an analytical model is developed and analyzed using optimal control theory to provide answers to the following questions: 1. How much training (hereafter as: tr.) to salespeople should be provided and how the tr. should be scheduled over time? 2. How should compensation vary with tr.? 3. Should salespeople be asked to pay for some or all of their tr.? There is an empirical investigation undertaken which broadly corroborates the analytical findings. |
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