A cross-national investigation of incentive sales compensation

International Journal of Research in Marketing, pp. 419-433, 2006.

Cited by: 27|Bibtex|Views0|
EI
Keywords:
National cultureCompensationSales force managementDistributive justicePerformance pay

Abstract:

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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