Works matching DE "SALES personnel salaries"

Results: 93

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

Managing Sales Compensation Across the Economic Cycle: Direct Sales Force Versus Independent Reps.

Published in:

Compensation & Benefits Review, 2014, v. 46, n. 1, p. 16, doi. 10.1177/0886368714535023

By:

Madhani, Pankaj M.

Publication type:

Article

Realigning Fixed and Variable Pay in Sales Organizations: A Career Life Cycle Perspective.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 4, p. 223, doi. 10.1177/0886368713509229

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Compensation: A Sales Force Configuration Approach.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Force Compensation: A Life Cycle Perspective.

Published in:

Compensation & Benefits Review, 2012, v. 44, n. 6, p. 315, doi. 10.1177/0886368713480124

By:

Madhani, Pankaj M.

Publication type:

Article

Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach.

Published in:

Compensation & Benefits Review, 2011, v. 43, n. 4, p. 245, doi. 10.1177/0886368711409510

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Employees’ Compensation: A Countercyclical Investment Approach.

Published in:

Compensation & Benefits Review, 2011, v. 43, n. 2, p. 109, doi. 10.1177/0886368710393137

By:

Madhani, Pankaj M.

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

Sales Force Motivation and Compensation.

Published in:

Romanian Statistical Review, 2013, n. Sup, p. 44

By:

TEAU, Anca-Mihaela

Publication type:

Article

Labor Month in Review.

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

Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses.

Published in:

Management Science, 2017, v. 63, n. 5, p. 1529, doi. 10.1287/mnsc.2015.2397

By:

Schöttner, Anja

Publication type:

Article

Sales Employees Compensation: An Optimal Balance Between Fixed and Variable Pay.

Published in:

Compensation & Benefits Review, 2009, v. 41, n. 4, p. 44, doi. 10.1177/0886368709331449

By:

Madhani, Pankaj M.

Publication type:

Article

EXECUTIVE SUMMARIES.

Published in:: 2009
Publication type:: Abstract

Best Practices for Designing New Sales Compensation Plans.

Published in:

Compensation & Benefits Review, 2008, v. 40, n. 2, p. 50, doi. 10.1177/0886368708314077

By:

Conlin, Bob

Publication type:

Article

Sales Compensation: A New Technology-Enabled Strategy.

Published in:

Compensation & Benefits Review, 2001, v. 33, n. 1, p. 27, doi. 10.1177/08863680122098199

By:

Cocks, David J.;
Gould, Dennis

Publication type:

Article

Kicking the Tires of Automotive Sales Compensation.

Published in:

Compensation & Benefits Review, 2000, v. 32, n. 5, p. 47, doi. 10.1177/08863680022098037

By:

Glendinning, Peter M.

Publication type:

Article

Dead solid perfect: Achieving sales compensation alignment.

Published in:

Compensation & Benefits Review, 1996, v. 28, n. 2, p. 41, doi. 10.1177/088636879602800206

By:

O'Connell, Bill

Publication type:

Article

Fine-tuning sales compensation programs.

Published in:

Compensation & Benefits Review, 1994, v. 26, n. 2, p. 34, doi. 10.1177/088636879402600206

By:

Tallitsch, John;
Moynahan, John

Publication type:

Article

Sales compensation: In search of a better solution.

Published in:

Compensation & Benefits Review, 1993, v. 25, n. 6, p. 53, doi. 10.1177/088636879302500610

By:

Johnson, Sam T.

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

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

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

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

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

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

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

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

Legal Aspects of Salesperson Commission Payments: Implications for the Implementation of Commission Sales Program.

Published in:

Journal of Personal Selling & Sales Management, 1995, v. 15, n. 1, p. 53, doi. 10.1080/08853134.1995.10754011

By:

Fine, Leslie M.;
Franke, Janice R.

Publication type:

Article

Designing An Effective Sales' Compensation Program (Book).

Published in:

1980

By:

Wotruba, T. R.;
Self, Donald R.

Publication type:

Book Review

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

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

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

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

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

Determinants of Pay Levels and Structures in Sales Organizations.

Published in:

Journal of Marketing, 2009, v. 73, n. 6, p. 92, doi. 10.1509/jmkg.73.6.92

By:

Rouziès, Dominique;
Coughlan, Anne T;
Anderson, Erin;
Iacobucci, Dawn

Publication type:

Article

Theoretical modeling in marketing.

Published in:

Journal of Marketing, 1993, v. 57, n. 2, p. 92, doi. 10.1177/002224299305700207

By:

Moorthy, K. Sridhar

Publication type:

Article

A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship Among Salespeople.

Published in:

Journal of Marketing, 1982, v. 46, n. 4, p. 114, doi. 10.1177/002224298204600412

By:

Churchill Jr., Gilbert A.;
Pecotich, Anthony

Publication type:

Article

Nonfinancial Incentives for Salesmen.

Published in:

Journal of Marketing, 1972, v. 36, n. 4, p. 55, doi. 10.2307/1250428

By:

Pruden, Henry O.;
Cunningham, William H.;
English, Wilke D.

Publication type:

Article

19. Sales Management and Selling.

Published in:

1970

By:

Penn Jr., William S.;
Gross, Walter;
Hindersman, Charles H.;
Babione, F. A.;
Kahler, Ruel

Publication type:

Abstract

Rationalizing Salesmen's Compensation Plans.

Published in:

Journal of Marketing, 1966, v. 30, n. 1, p. 55, doi. 10.2307/1249598

By:

Webster Jr., Frederick E.

Publication type:

Article

Salesforce Compensation Plans: An Individual-Level Analysis.

Published in:

Marketing Letters, 1994, v. 5, n. 2, p. 117, doi. 10.1007/BF00994102

By:

Lal, Rajiv;
Outland, Donald;
Staelin, Richard

Publication type:

Article