Designing Optimal Sales Contests: A Theoretical Perspective
Sales contests are commonly used by firms as a short-term motivational device to increase salespeople's efforts. Conceptually, sales contests and piece-rate schemes, such as salary, commission, or quotas, differ in that in sales contests payment to salespeople is based on relative rather than a...
| Veröffentlicht in: | Marketing Science. - Institute for Operations Research and the Management Sciences. - 20(2001), 2, Seite 170-193 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
| Veröffentlicht: |
2001
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| Zugriff auf das übergeordnete Werk: | Marketing Science |
| Schlagworte: | Agency Theory Sales Contests Salesforce Compensation Economics Business Behavioral sciences |
| Online verfügbar |
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