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Salesforce compensation plans: An individual-level analysis · Study

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ArticleSalesforce compensation plans: An individual-level analysis

Rajiv Lal1994

Article1994

Salesforce compensation plans: An individual-level analysis

Rajiv Lal · Donald Outland · Richard Staelin

37 citations·0/0 files stored·Marketing Letters

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Accounting and Organizational Management Corporate Finance and Governance Employee Performance and Motivation

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References

1985Salesforce Compensation Plans: An Agency Theoretic Perspective 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation 1993Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model 1986Salesforce Compensation Plans in Environments with Asymmetric Information 1992An Empirical Analysis of Sales-Force Compensation Plans 1990Compensating Heterogeneous Salesforces: Some Explicit Solutions 1986Technical Note—Delegating Pricing Responsibility to the Salesforce 1980Salesforce Management

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2008Models for Sales Management Decisions 1995The impact of environmental uncertainty on the design of salesforce compensation plans 2015Can Sales Uncertainty Increase Firm Profits?2007Can We All Get Along? Incentive Contracts to Bridge the Marketing and Operations Divide 2001Risk-Taking Tendencies and Fixed Salary/Commission Rates in Salesforce Compensation Arrangements: A Prospect-Agency-Theoretical Perspective

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1993Chapter 13 Salesforce compensation: A review of MS/OR advanceschapter · 7 shared references 2008Models for Sales Management Decisionschapter · 7 shared references 2004Relative explanatory power of agency theory and transaction cost analysis in German salesforcesarticle · 6 shared references 2005Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approacharticle · 6 shared references 2000Sales-Force Incentives and Inventory Managementarticle · 5 shared references 2011The Incentive and Selection Roles of Sales Force Compensation Contractsarticle · 5 shared references

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Year1994

Typearticle

Published1994-04-01

VenueMarketing Letters

ISSN-L0923-0645

Languageen

Citations37

Files0 public / 0

ShelfAccounting and Organizational Management

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doi10.1007/bf00994102

openalex_workW2000190385

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