Works matching DE "SALES personnel salaries"

Results: 75

AN INVESTIGATION OF THE EQUAL COMMISSION RATE POLICY FOR A MULTI-PRODUCT SALESFORCE.

Published in:

Management Science, 1981, v. 27, n. 7, p. 731, doi. 10.1287/mnsc.27.7.731

By:

Srinivasan, V.

Publication type:

Article

JOINTLY OPTIMAL SALES COMMISSIONS FOR NONINCOME MAXIMIZING SALES FORCES.

Published in:

Management Science, 1978, v. 24, n. 12, p. 1252, doi. 10.1287/mnsc.24.12.1252

By:

Weinberg, Charles B.

Publication type:

Article

ECONOMIC DEPENDENCY ON WORK: A MODERATOR OF THE RELATIONSHIP BETWEEN ORGANIZATIONAL COMMITMENT AND PERFORMANCE.

Published in:

Academy of Management Journal, 1995, v. 38, n. 1, p. 261, doi. 10.2307/256735

By:

Brett, Joan F.;
Cron, William L.;
Slocum Jr., John W.

Publication type:

Article

EFFECTS OF PAY DISCLOSURE ON SATISFACTION FOR SALES MANAGERS: A LONGITUDINAL STUDY.

Published in:

Academy of Management Journal, 1978, v. 21, n. 1, p. 140, doi. 10.2307/255671

By:

Futrell, Charles M.

Publication type:

Article

Misselling through Agents.

Published in:

American Economic Review, 2009, v. 99, n. 3, p. 883, doi. 10.1257/aer.99.3.883

By:

Inderst, Roman;
Ottaviani, Marco

Publication type:

Article

Nonprofit pay and benefits: estimates from the National Compensation Survey.

Published in:

Monthly Labor Review, 2016, p. 1, doi. 10.21916/mlr.2016.4

By:

Bishow, John L.;
Monaco, Kristen A.

Publication type:

Article

Labor Month in Review.

Published in:: Monthly Labor Review, 2000, v. 123, n. 8, p. 2
Publication type:: Article

Self-Control and Incentives: An Analysis of Multiperiod Quota Plans.

Published in:

Marketing Science, 2012, v. 31, n. 5, p. 855, doi. 10.1287/mksc.1120.0714

By:

Jain, Sanjay

Publication type:

Article

A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues.

Published in:

Journal of Business Ethics, 2003, v. 46, n. 3, p. 213, doi. 10.1023/A:1025563624696

By:

Ross, William T.;
Robertson, Diana C.

Publication type:

Article

Renumeration Policies in the Marketing Area: Behavioral vs. Performance Measures.

Published in:

Journal of Marketing Management, 2000, v. 16, n. 8, p. 937, doi. 10.1362/026725700784683717

By:

Fuentelsaz, Lucio;
Gómez, Jaime;
Martínez, Eva;
Polo, Yolanda

Publication type:

Article

A Short Forced-Choice Evaluation Form for Salesmen.

Published in:

Personnel Psychology, 1953, v. 6, n. 4, p. 393, doi. 10.1111/j.1744-6570.1953.tb01505.x

By:

TAYLOR, ERWIN K.;
SCHNEIDER, DOROTHY E.;
SYMONS, NANCY A.

Publication type:

Article

COMPENSATING HETEROGENEOUS SALESFORCES: SOME EXPLICIT SOLUTIONS.

Published in:

Marketing Science, 1990, v. 9, n. 4, p. 319, doi. 10.1287/mksc.9.4.319

By:

Rao, Ram C.

Publication type:

Article

Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 686, doi. 10.1177/00222437211020013

By:

Rao, Raghunath Singh;
Viswanathan, Madhu;
John, George;
Kishore, Sunil

Publication type:

Article

Involving Sales Managers in Sales Force Compensation Design.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 1, p. 182, doi. 10.1177/0022243720969174

By:

Waiser, Rob

Publication type:

Article

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of "Hockey Stick," "Giving Up," and "Resting on Laurels".

Published in:

Journal of Marketing Research (JMR), 2020, v. 57, n. 2, p. 211, doi. 10.1177/0022243719887378

By:

Jerath, Kinshuk;
Long, Fei

Publication type:

Article

Sales Force Compensation Design for Two-Sided Market Platforms.

Published in:

Journal of Marketing Research (JMR), 2019, v. 56, n. 4, p. 666, doi. 10.1177/0022243719825818

By:

Bhargava, Hemant K.;
Rubel, Olivier

Publication type:

Article

Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention.

Published in:

Journal of Marketing Research (JMR), 2018, v. 55, n. 3, p. 368, doi. 10.1509/jmr.14.0290

By:

VISWANATHAN, MADHU;
LI, XIAOLIN;
JOHN, GEORGE;
NARASIMHAN, O. M.

Publication type:

Article

Incentives Versus Reciprocity: Insights from a Field Experiment.

Published in:

Journal of Marketing Research (JMR), 2017, v. 54, n. 4, p. 511, doi. 10.1509/jmr.15.0174

By:

CHUNG, DOUG J.;
NARAYANDAS, DAS

Publication type:

Article

The Incentive and Selection Roles of Sales Force Compensation Contracts.

Published in:

Journal of Marketing Research (JMR), 2011, v. 48, n. 4, p. 781, doi. 10.1509/jmkr.48.4.781

By:

Lo, Desmond (Ho-Fu);
Ghosh, Mrinal;
Lafontaine, Francine

Publication type:

Article

Motivational Segments in the Sales Force.

Published in:

California Management Review, 1982, v. 24, n. 3, p. 81, doi. 10.2307/41164972

By:

Ingram, Thomas N.;
Bellenger, Danny N.

Publication type:

Article

The Sales Force Management Audit.

Published in:

California Management Review, 1981, v. 24, n. 2, p. 86, doi. 10.2307/41164959

By:

Dubinsky, Alan J.;
Hansen, Richard W.

Publication type:

Article

SALARY PAYMENTS, AGE AND LEARNING.

Published in:

Bulletin of Economic Research, 1971, v. 23, n. 1, p. 42, doi. 10.1111/j.1467-8586.1971.tb00086.x

By:

Hartley, Keith

Publication type:

Article

A structural model of sales-force compensation dynamics: Estimation and field implementation.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 211, doi. 10.1007/s11129-011-9096-1

By:

Misra, Sanjog;
Nair, Harikesh

Publication type:

Article

A structural model of salesforce compensation dynamics: Response to Profs. Rust and Staelin.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 267, doi. 10.1007/s11129-011-9111-6

By:

Misra, Sanjog;
Nair, Harikesh

Publication type:

Article

Rust's and Staelin's Comments on: 'A structural model of sales force compensation dynamics: estimation and field implementation' by Sanjog Misra and Harikesh Nair.

Published in:

Quantitative Marketing & Economics, 2011, v. 9, n. 3, p. 259, doi. 10.1007/s11129-011-9101-8

By:

Rust, John;
Staelin, Richard

Publication type:

Article

Sales compensation trends: A return to high commissions?

Published in:: Management Review, 1984, v. 73, n. 8, p. 55
Publication type:: Article

Designing sales compensation plans to keep pace with fast moving high-tech markets.

Published in:

Management Review, 1984, v. 73, n. 4, p. 57

By:

Hurwich, Mark R.;
Moynahan, John K.

Publication type:

Article

Linking sales compensation to the product life cycle.

Published in:

Management Review, 1982, v. 71, n. 7, p. 43

By:

Canning Jr., Gordon;
Berry, Richard K.

Publication type:

Article

IMPACT DES STRATÉGIES MULTICANAL SUR LA RÉMUNÉRATION DES COMMERCIAUX : QUELQUES RÉFLEXIONS APPLIQUÉES AU SECTEUR DES SERVICES.

Published in:

Revue Française du Marketing, 2009, n. 223, p. 67

By:

Fournier, Christophe

Publication type:

Article

AN ECLECTIC PARADIGM OF SALESPERSON COMPENSATION: TOWARD A COMPREHENSIVE FRAMEWORK OF THE DETERMINANTS OF SALES COMPENSATION MODES.

Published in:

Journal of Marketing Management (10711988), 1997, v. 7, n. 1, p. 61

By:

Chowdhury, Jhinuk;
Massad, Victor J.

Publication type:

Article

Management Insights.

Published in:

2013

By:

Gorman, Michael F.

Publication type:

Abstract

Salesforce Compensation with Inventory Considerations.

Published in:

Management Science, 2013, v. 59, n. 11, p. 2490, doi. 10.1287/mnsc.2013.1809

By:

Tinglong Dai;
Jerath, Kinshuk

Publication type:

Article

On the Relative Performance of Linear vs. Piecewise-Linear-Threshold Intertemporal Incentives.

Published in:

Management Science, 2009, v. 55, n. 10, p. 1743, doi. 10.1287/mnsc.1090.1048

By:

Chen, Joseph Y.;
Miller, Bruce L.

Publication type:

Article

Compensation Plans for Single-- and Multi-product Salesforces: An Application of the Holmstrom-Milgrom Model.

Published in:

Management Science, 1993, v. 39, n. 7, p. 777, doi. 10.1287/mnsc.39.7.777

By:

Lal, Rajiv;
Srinivasan, V.

Publication type:

Article

An escalation of commitment perspective on allocation-of-effort decisions in professional selling.

Published in:

Journal of the Academy of Marketing Science, 2018, v. 46, n. 5, p. 879, doi. 10.1007/s11747-018-0591-8

By:

Mayberry, Robert;
Boles, James Sanders;
Donthu, Naveen

Publication type:

Article

Bringing Sales Compensation Into Light.

Published in:: Financial Executive, 2014, v. 30, n. 1, p. 18
Publication type:: Article

COMPENSATION.

Published in:

Financial Executive, 2014, v. 30, n. 1, p. 17

By:

Consul, Joe

Publication type:

Article

HOW THE CASH FLOWS SOUTH.

Published in:

Financial Executive, 1994, v. 10, n. 1, p. 7

By:

CARDILLO, ROBIN COUCH

Publication type:

Article

Sales force compensation and incentive schemes: practices in the South African ...

Published in:

South African Journal of Business Management, 1999, v. 30, n. 3, p. 65, doi. 10.4102/sajbm.v30i3.756

By:

Abratt, Russell;
Klein, Manfred

Publication type:

Article

Retirement Plans for Self-Employed - 2015 Perspective.

Published in:

Tierra Grande, 2015, v. 22, n. 3, p. 1

By:

Stern, Jerrold J.

Publication type:

Article

Organizational Compensation Limitations Inhibiting Recruitment of Top-Tier Qualified Sales Graduates.

Published in:

International Journal of Sales, Retailing & Marketing, 2017, v. 6, n. 1, p. 40

By:

Nielson, Blake;
Eichmeier, Steven;
Cooper-Larsen, Desiree

Publication type:

Article

CROSS-LEVEL EFFECTS OF WORKPLACE DIVERSITY ON SALES PERFORMANCE AND PAY.

Published in:

Academy of Management Journal, 2006, v. 49, n. 3, p. 459, doi. 10.5465/AMJ.2006.21794664

By:

Joshi, Aparna;
Hui Liao;
Jackson, Susan E.

Publication type:

Article

Salesperson's True Potential vs. Salespersons Profitability Index.

Published in:

SCMS Journal of Indian Management, 2017, v. 14, n. 3, p. 31

By:

Madhani, Pankaj M.

Publication type:

Article

Salesforce Compensation: Game Theory.

Published in:

SCMS Journal of Indian Management, 2010, v. 7, n. 4, p. 72

By:

Madhani, Pankaj M.

Publication type:

Article

Trend to salary plus bonus...Sales commissions disappearing as incentives.

Published in:: Management Review, 1980, v. 69, n. 4, p. 36
Publication type:: Article

Cost and value in salesmen's pay.

Published in:

Management Review, 1975, v. 64, n. 9, p. 44

By:

Carey, James F.

Publication type:

Article

Pool Setup Makes Sales Force a Team.

Published in:: Management Review, 1972, v. 61, n. 10, p. 36
Publication type:: Article

Keeping the Sales Effort Balanced.

Published in:: Management Review, 1972, v. 61, n. 10, p. 33
Publication type:: Article

The Sales Compensation Handbook.

Published in:: 1990
Publication type:: Book Review

The influences of the external factors on the optimal compensation for heterogeneous salesforce.

Published in:

Asia-Pacific Journal of Operational Research, 1999, v. 16, n. 2, p. 125

By:

Chen Miao-Sheng;
Chang Chun-Tao

Publication type:

Article