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An Optimal Plan for Salesmen's Compensation
3 references·8 citing·46 second hop
An Optimal Plan for Salesmen's Compensation (1964)An Optimal Plan for Salesmen's Compensati…An Empirical Approach to the Prisoners' Dilemma Game (1962)An Empirical Approach to the …Motivational determinants of risk-taking behavior. (1957)Motivational determinants of …Performance as a function of motive strength and expectancy of goal-attainment. (1956)Performance as a function of …A theory of predictive sales analytics adoption (2023)A theory of predictive sales …A Salesforce-Driven Model of Consumer Choice (2019)A Salesforce-Driven Model of …Models for Sales Management Decisions (2008)Models for Sales Management D…Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations (2007)Spiffed-Up Channels: The Role…An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests (2004)An Empirical Examination of E…Sales Response as a Function of Territorial Potential and Sales Representative Workload (1975)Sales Response as a Function …Salesmen's Response to Financial Incentives: An Empirical Study (1974)Salesmen's Response to Financ…The Effect of Product Sales Quotas on Sales Force Productivity (1973)The Effect of Product Sales Q…The theory of decision making. (1954)Self-Efficacy Beliefs in Academic Settings (1996)Expectancy–Value Theory of Achievement Motivation (2000)The Role of Goal Orientation in Self-Regulated Learning (2000)The achievement motive (1953)The effect of experimental arousal of the affiliation motive on thematic apperception. (1954)Principles of performance. (1955)The achievement motive, goal setting, and probability preferences. (1960)A process analysis of the effects of performance-contingent rewards on intrinsic motivation (1984)Working for the System: Motivated Defense of Meritocratic Beliefs (2011)Risk Aversion in the Small and in the Large (1964)Risk Aversion in the Small and in the Large (1976)Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design (1991)The Role of Brand Image and Product Characteristics on Firms’ Entry and OEM Decisions (2016)Salesforce Incentives and Remanufacturing (2017)Commercial used apparel collection operations in retail supply chains (2021)Moral Hazard and Observability (1979)Rank-Order Tournaments as Optimum Labor Contracts (1981)Moral Hazard in Teams (1982)Allocating Sales Force Effort with Commissions and Quotas (1971)How sales quotas are developed (1991)Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Experiences with a Sales Districting Model: Criteria and Implementation (1971)An Analytical Approach for Evaluating Sales Territory Performance (1972)Multiple Objective Districting: A General Heuristic Approach Using Multiple Criteria (1977)Alternative approaches for investigating contingency-based organizational predictions in personal selling (1990)Salesforce design with experience-based learning (2004)Towards an understanding of inequity. (1963)Marketing Decision Making: A Model Building Approach (1971)Sales Force Management: Integrating Research Advances (1981)Leadership Behaviors in Sales Managers: A Level Analysis (2003)A Dynamic Theory of Personality - Selected Papers (2008)Trends in optimization models of sales force management (2015)Stress, appraisal, and coping (1985)User Acceptance of Computer Technology: A Comparison of Two Theoretical Models (1989)User Acceptance of Information Technology: Toward A Unified View1 (2003)Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem (2023)The cold-start problem in nascent AI strategy: Kickstarting data network effects (2023)Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes (2025)Rank-Order Tournaments as Optimum Labor Contracts (1979)Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation (2015)Optimal sales force compensation (2016)American Economic Review (2019)The Early History of Experimental Economics (1993)Markets and Motives Trust and Egoism in Welfare Markets (1999)Cooperation Beyond the Network (2021)
this work references cited by second hop

References

  • 1957Motivational determinants of risk-taking behavior.3,663 cited
  • 1956Performance as a function of motive strength and expectancy of goal-attainment.152 cited
  • 1962An Empirical Approach to the Prisoners' Dilemma Game68 cited

Cited by

  • 1974Salesmen's Response to Financial Incentives: An Empirical Study47 cited
  • 1973The Effect of Product Sales Quotas on Sales Force Productivity45 cited
  • 1975Sales Response as a Function of Territorial Potential and Sales Representative Workload42 cited
  • 2008Models for Sales Management Decisions34 cited
  • 2023A theory of predictive sales analytics adoption32 cited
  • 2007Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations30 cited
  • 2004An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests20 cited
  • 2019A Salesforce-Driven Model of Consumer Choice19 cited

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