Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
We compare quota-based salesforce compensation plans with the BLSS plan, i.e., the optimal curvilinear agency-theory-based compensation plans proposed in Basu, Lal, Srinivasan and Staelin (1985). A quota plan pays a fixed salary which is supplemented by commission income that is a prespecified fract...
| Veröffentlicht in: | Management Science. - Institute for Operations Research and the Management Sciences, 1954. - 42(1996), 10, Seite 1454-1462 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
| Veröffentlicht: |
1996
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| Zugriff auf das übergeordnete Werk: | Management Science |
| Schlagworte: | Salesforce Compensation Agency Theory Sales Quotas Salesforce Management Business Mathematics |
| Online verfügbar |
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