A cross-national investigation of incentive sales compensation
International Journal of Research in Marketing, pp. 419-433, 2006.
National cultureCompensationSales force managementDistributive justicePerformance pay
Why do managers choose one sales compensation form rather than another? Theoretical answers typically focus on the type of plans managers should design, not on the factors that managers actually consider. Managers from various national origins pursue and weigh objectives through experience in a way that theoretical models may not capture....More
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