haku: @author Weitz, B. / yhteensä: 8
viite: 7 / 8
| Tekijä: | John, G. Weitz, B. |
| Otsikko: | Salesforce compensation : an empirical investigation of factors related to use of salary versus incentive compensation. |
| Lehti: | Journal of Marketing Research
1989 : FEB, VOL. 26:1, p. 1-14 |
| Asiasana: | SALESMEN PAY TRANSACTION COSTS |
| Kieli: | eng |
| Tiivistelmä: | Compensation is the most important reward used to motivate salespeople. A conceptual framework is developed for investigating the role of salary in a sales compensation plan by integrating the normative prescriptions in the sales management literature with prescriptions derived from transaction cost analysis (TCA). The descriptive power of the model is examined by surveying compensation practices in 161 firms. |
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