The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans
Designing a sales compensation plan is an important task of salesforce managers. Recently, researchers in the marketing literature have used an agency-theoretic framework to explain the impact of environmental uncertainty on the proportion of incentive versus fixed pay in the sales compensation plan...
| Veröffentlicht in: | Marketing Letters. - Springer Science + Business Media. - 6(1995), 3, Seite 183-197 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
| Veröffentlicht: |
1995
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| Zugriff auf das übergeordnete Werk: | Marketing Letters |
| Schlagworte: | Salesforce compensation agency theory environmental uncertainty Economics Business Behavioral sciences Mathematics |
| Online verfügbar |
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