haku: @indexterm Bonus systems / yhteensä: 62
viite: 13 / 62
| Tekijä: | Joseph, K. |
| Otsikko: | The role of bonus pay in salesforce compensation plans |
| Lehti: | Industrial Marketing Management
1998 : MAR, VOL. 27:2, p. 147-160 |
| Asiasana: | ROLES BONUS SYSTEMS COMPENSATION |
| Kieli: | eng |
| Tiivistelmä: | 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. |
SCIMA