Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model
The agency theory approach to understanding salesforce compensation plans is modified to incorporate the intratemporal nature of the salesperson's effort-rate decision, i.e., the decision about the effort-rate at any given point in time potentially depends upon the sales performance up to that...
| Veröffentlicht in: | Management Science. - Institute for Operations Research and the Management Sciences, 1954. - 39(1993), 7, Seite 777-793 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
| Veröffentlicht: |
1993
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| Zugriff auf das übergeordnete Werk: | Management Science |
| Schlagworte: | Salesforce Compensation Agency Theory Salesforce Management Business Economics |
| Online verfügbar |
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