haku: @author Fuentelsaz, L. / yhteensä: 3
viite: 3 / 3
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| Tekijä: | Fuentelsaz, L. |
| Otsikko: | Renumeration policies in the marketing area: behavioral vs performance measures |
| Lehti: | Journal of Marketing Management
2000 : NOV, VOL. 16:8, p. 937-958 |
| Asiasana: | MARKETING MANAGEMENT AGENCY THEORY COMPENSATION |
| Kieli: | eng |
| Tiivistelmä: | This paper analyses the design of control systems and compensation plans in the marketing area of the firm, using the framework proposed by agency theory. Recent research suggests the need to focus the research agenda on compensation policies in particular functional areas and jobs. Following this recommendation, the authors' purpose is to isolate the marketing and sales area in order to concentrate the attention on the specificity of its compensation policies. |
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