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Chapter 13 Salesforce compensation: A review of MS/OR advances · Study

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ChapterChapter 13 Salesforce compensation: A review of MS/OR advances

Anne T. Coughlan1993

Chapter1993

Chapter 13 Salesforce compensation: A review of MS/OR advances

Anne T. Coughlan

60 citations·0/0 files stored·Handbooks in operations research and management science

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Supply Chain and Inventory Management Accounting and Organizational Management Employee Performance and Motivation

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References

1976Markets and Hierarchies: Analysis and Antitrust Implications.1979Moral Hazard and Observability 1982Moral Hazard in Teams 1981Rank-Order Tournaments as Optimum Labor Contracts 1979Rank-Order Tournaments as Optimum Labor Contracts 1987Aggregation and Linearity in the Provision of Intertemporal Incentives 1979Risk Sharing and Incentives in the Principal and Agent Relationship 1983Prizes and Incentives: Towards a General Theory of Compensation and Competition

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2010Sales force modeling: State of the field and research agenda 2013The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry 1996Optimization models for salesforce Compensation 2012An Analysis of the Profitability of Fee-Based Compensation Plans for Search Engine Marketing 2015Determinants of Pay Levels and Structures in Sales Organizations 2008Models for Sales Management Decisions

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2004An Empirical Examination of Economic Rationales for Companies' Use of Sales Contestspreprint · 18 shared references 2008Models for Sales Management Decisionschapter · 14 shared references 2000Sales-Force Incentives and Inventory Managementarticle · 13 shared references 2005Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approacharticle · 13 shared references 2015Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensationarticle · 13 shared references 2013Compensation plan for competing salespersons under asymmetric informationarticle · 13 shared references

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Year1993

Typechapter

Published1993-01-01

VenueHandbooks in operations research and management science

ISSN-L0927-0507

Languageen

Citations60

Files0 public / 0

ShelfSupply Chain and Inventory Management

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doi10.1016/s0927-0507(05)80036-2

openalex_workW2211020818

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