search query: @indexterm BONUS SYSTEMS / total: 62
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| Author: | Joseph, K. |
| Title: | The role of bonus pay in salesforce compensation plans |
| Journal: | Industrial Marketing Management
1998 : MAR, VOL. 27:2, p. 147-160 |
| Index terms: | ROLES BONUS SYSTEMS COMPENSATION |
| Language: | eng |
| Abstract: | recent data suggest growing use of bonus payments in salesforce compensation plans to improve sales productivity and to achieve a variety of organizational objectives. The authors report findings from two cross-sectional field studies -- a firm-level survey and a salesperson-level survey -- on how bonus payments help attain selected firm objectives and their usefulness in eliciting higher salesperson performance and reducing salesforce turnover. |
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