Works matching DE "SALES personnel salaries"
Results: 93
Managing Sales Compensation Across the Economic Cycle: Direct Sales Force Versus Independent Reps.
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- Compensation & Benefits Review, 2014, v. 46, n. 1, p. 16, doi. 10.1177/0886368714535023
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- Article
Realigning Fixed and Variable Pay in Sales Organizations: A Career Life Cycle Perspective.
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- Compensation & Benefits Review, 2013, v. 45, n. 4, p. 223, doi. 10.1177/0886368713509229
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- Article
Managing Sales Compensation: A Sales Force Configuration Approach.
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- Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639
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- Article
Managing Sales Force Compensation: A Life Cycle Perspective.
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- Compensation & Benefits Review, 2012, v. 44, n. 6, p. 315, doi. 10.1177/0886368713480124
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- Article
Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach.
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- Compensation & Benefits Review, 2011, v. 43, n. 4, p. 245, doi. 10.1177/0886368711409510
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- Article
Managing Sales Employees’ Compensation: A Countercyclical Investment Approach.
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- Compensation & Benefits Review, 2011, v. 43, n. 2, p. 109, doi. 10.1177/0886368710393137
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- Article
Sales Employees Compensation: An Optimal Balance Between Fixed and Variable Pay.
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- Compensation & Benefits Review, 2009, v. 41, n. 4, p. 44, doi. 10.1177/0886368709331449
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- Article
EXECUTIVE SUMMARIES.
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- 2009
- Publication type:
- Abstract
Best Practices for Designing New Sales Compensation Plans.
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- Compensation & Benefits Review, 2008, v. 40, n. 2, p. 50, doi. 10.1177/0886368708314077
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- Article
Sales Compensation: A New Technology-Enabled Strategy.
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- Compensation & Benefits Review, 2001, v. 33, n. 1, p. 27, doi. 10.1177/08863680122098199
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- Article
Kicking the Tires of Automotive Sales Compensation.
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- Compensation & Benefits Review, 2000, v. 32, n. 5, p. 47, doi. 10.1177/08863680022098037
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- Article
Dead solid perfect: Achieving sales compensation alignment.
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- Compensation & Benefits Review, 1996, v. 28, n. 2, p. 41, doi. 10.1177/088636879602800206
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- Article
Fine-tuning sales compensation programs.
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- Compensation & Benefits Review, 1994, v. 26, n. 2, p. 34, doi. 10.1177/088636879402600206
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Sales compensation: In search of a better solution.
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- Compensation & Benefits Review, 1993, v. 25, n. 6, p. 53, doi. 10.1177/088636879302500610
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- Article
Sales Compensation at Nirala.
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- Asian Case Research Journal, 2003, v. 7, n. 1, p. 1, doi. 10.1142/S0218927503000343
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- Article
Compensation Plans for Single-- and Multi-product Salesforces: An Application of the Holmstrom-Milgrom Model.
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- Management Science, 1993, v. 39, n. 7, p. 777, doi. 10.1287/mnsc.39.7.777
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- Article
AN INVESTIGATION OF THE EQUAL COMMISSION RATE POLICY FOR A MULTI-PRODUCT SALESFORCE.
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- Management Science, 1981, v. 27, n. 7, p. 731, doi. 10.1287/mnsc.27.7.731
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- Article
JOINTLY OPTIMAL SALES COMMISSIONS FOR NONINCOME MAXIMIZING SALES FORCES.
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- Management Science, 1978, v. 24, n. 12, p. 1252, doi. 10.1287/mnsc.24.12.1252
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- Article
The Sales Compensation Handbook.
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- 1990
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- Book Review
Bringing Sales Compensation Into Light.
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- Financial Executive, 2014, v. 30, n. 1, p. 18
- Publication type:
- Article
COMPENSATION.
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- Financial Executive, 2014, v. 30, n. 1, p. 17
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- Article
HOW THE CASH FLOWS SOUTH.
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- Financial Executive, 1994, v. 10, n. 1, p. 7
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- Article
Sales compensation trends: A return to high commissions?
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- Management Review, 1984, v. 73, n. 8, p. 55
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- Article
Designing sales compensation plans to keep pace with fast moving high-tech markets.
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- Management Review, 1984, v. 73, n. 4, p. 57
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- Article
Linking sales compensation to the product life cycle.
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- Management Review, 1982, v. 71, n. 7, p. 43
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- Article
Trend to salary plus bonus...Sales commissions disappearing as incentives.
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- Management Review, 1980, v. 69, n. 4, p. 36
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- Article
Cost and value in salesmen's pay.
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- Management Review, 1975, v. 64, n. 9, p. 44
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Pool Setup Makes Sales Force a Team.
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- Management Review, 1972, v. 61, n. 10, p. 36
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- Article
Keeping the Sales Effort Balanced.
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- Management Review, 1972, v. 61, n. 10, p. 33
- Publication type:
- Article
SALARY PAYMENTS, AGE AND LEARNING.
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- Bulletin of Economic Research, 1971, v. 23, n. 1, p. 42, doi. 10.1111/j.1467-8586.1971.tb00086.x
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- Article
CROSS-LEVEL EFFECTS OF WORKPLACE DIVERSITY ON SALES PERFORMANCE AND PAY.
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- Academy of Management Journal, 2006, v. 49, n. 3, p. 459, doi. 10.5465/AMJ.2006.21794664
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- Article
ECONOMIC DEPENDENCY ON WORK: A MODERATOR OF THE RELATIONSHIP BETWEEN ORGANIZATIONAL COMMITMENT AND PERFORMANCE.
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- Academy of Management Journal, 1995, v. 38, n. 1, p. 261, doi. 10.2307/256735
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- Article
Sales Force Motivation and Compensation.
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- Romanian Statistical Review, 2013, n. Sup, p. 44
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- Article
Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness.
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- Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 171, doi. 10.2753/PSS0885-3134320201
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- Article
REWARD PREFERENCES OF SALESPEOPLE: HOW DO COMMISSIONS RATE?
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- Journal of Personal Selling & Sales Management, 2006, v. 26, n. 4, p. 381, doi. 10.2753/PSS0885-3134260405
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- Article
A Research Note: Reward Perceptions of Hong Kong and Mainland Chinese Sales Personnel.
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- Journal of Personal Selling & Sales Management, 1998, v. 18, n. 3, p. 47, doi. 10.1080/08853134.1998.10754139
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- Article
Legal Aspects of Salesperson Commission Payments: Implications for the Implementation of Commission Sales Program.
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- Journal of Personal Selling & Sales Management, 1995, v. 15, n. 1, p. 53, doi. 10.1080/08853134.1995.10754011
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- Article
Designing An Effective Sales' Compensation Program (Book).
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- 1980
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- Publication type:
- Book Review
Salesforce Compensation Plans: An Individual-Level Analysis.
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- Marketing Letters, 1994, v. 5, n. 2, p. 117, doi. 10.1007/BF00994102
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- Article
IMPACT DES STRATÉGIES MULTICANAL SUR LA RÉMUNÉRATION DES COMMERCIAUX : QUELQUES RÉFLEXIONS APPLIQUÉES AU SECTEUR DES SERVICES.
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- Revue Française du Marketing, 2009, n. 223, p. 67
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- Article
The influences of the external factors on the optimal compensation for heterogeneous salesforce.
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- Asia-Pacific Journal of Operational Research, 1999, v. 16, n. 2, p. 125
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- Article
A Short Forced-Choice Evaluation Form for Salesmen.
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- Personnel Psychology, 1953, v. 6, n. 4, p. 393, doi. 10.1111/j.1744-6570.1953.tb01505.x
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- Article
Self-Control and Incentives: An Analysis of Multiperiod Quota Plans.
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- Marketing Science, 2012, v. 31, n. 5, p. 855, doi. 10.1287/mksc.1120.0714
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- Article
COMPENSATING HETEROGENEOUS SALESFORCES: SOME EXPLICIT SOLUTIONS.
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- Marketing Science, 1990, v. 9, n. 4, p. 319, doi. 10.1287/mksc.9.4.319
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- Article
Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses.
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- Management Science, 2017, v. 63, n. 5, p. 1529, doi. 10.1287/mnsc.2015.2397
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- Article
Management Insights.
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- 2013
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- Publication type:
- Abstract
Salesforce Compensation with Inventory Considerations.
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- Management Science, 2013, v. 59, n. 11, p. 2490, doi. 10.1287/mnsc.2013.1809
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- Article
On the Relative Performance of Linear vs. Piecewise-Linear-Threshold Intertemporal Incentives.
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- Management Science, 2009, v. 55, n. 10, p. 1743, doi. 10.1287/mnsc.1090.1048
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- Article
Determinants of Pay Levels and Structures in Sales Organizations.
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- Journal of Marketing, 2009, v. 73, n. 6, p. 92, doi. 10.1509/jmkg.73.6.92
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- Article
Theoretical modeling in marketing.
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- Journal of Marketing, 1993, v. 57, n. 2, p. 92, doi. 10.1177/002224299305700207
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- Publication type:
- Article