haku: @author Narasimhan, C. / yhteensä: 12
viite: 8 / 12
| Tekijä: | Coughlan, A. Narasimhan, C. |
| Otsikko: | An empirical analysis of sales-force compensation plans |
| Lehti: | Journal of Business
1992 : JAN, VOL. 65:1, p. 93-122 |
| Asiasana: | BUSINESS ECONOMICS COMPENSATION PLANNING |
| Kieli: | eng |
| Tiivistelmä: | Among an array of direct and indirect methods of motivation and control available to the sales manager is sales-force compensation. In this article, the authors summarize theoretical predictions from the economics, marketing, finance and accounting literatures on the structure of optimal sales-force compensation plans. Guided by these insights, the authors then construct empirical models to quantify the effect of various sales-force factors, firm and product factors, and market factors on compensation. |
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