Salesforce Compensation Plans in Environments with Asymmetric Information
In this paper, we present a theory of salesforce compensation plans to provide insights into why it may be advantageous for a profit maximizing firm to offer members of its salesforce the opportunity to choose from a menu of compensation plans. Although such contractual arrangements are not commonly...
| Veröffentlicht in: | Marketing Science. - Institute for Operations Research and the Management Sciences. - 5(1986), 3, Seite 179-198 |
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| Format: | Online-Aufsatz |
| Sprache: | English |
| Veröffentlicht: |
1986
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| Zugriff auf das übergeordnete Werk: | Marketing Science |
| Schlagworte: | Salesforce Compensation Plans Agency-Theory Information Asymmetry Economics Business Applied sciences Behavioral sciences Mathematics |
| Online verfügbar |
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