Experimental Evidence for Agency Models of Salesforce Compensation
Academic work on sales compensation plans features agency models prominently, and these models have also been used to build decision aids for managers. However, empirical support remains sketchy. We conducted three experiments to investigate three unresolved predictions involving the incentive-insur...
| Veröffentlicht in: | Marketing Science. - Institute for Operations Research and the Management Sciences. - 19(2000), 4, Seite 348-365 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
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2000
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| Zugriff auf das übergeordnete Werk: | Marketing Science |
| Schlagworte: | Experimental Economics Agency Theory Sales Compensation Salesforce Business Economics Behavioral sciences Applied sciences Philosophy |
| Online verfügbar |
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