Add to ORKG[[abstract]]Salesforce performance contributes to the profits of a firm, and their abilities to affect their performance. Their abilities vary, so do their needs. Therefore, fulfilling salespeoples' needs without sacrificing a firm's profits challenges the decision maker of a firm. A mathematical model is set up to deal with such a challenge - designing the optimal compensation plan.[[notice]]補正完畢[[journaltype]]國外[[incitationindex]]SCI[[incitationindex]]SSC
In this research, we show that the interaction between territory allocation and sales force compensa...
[[abstract]]Small business owners and marketing managers encounter the threat of higher turnover of ...
International audienceThis last decade, research studies investigating optimal structures of salesfo...
[[abstract]]As a member of the heterogeneous salesforce, every salesperson’s demand and sales are bo...
[[abstract]]Most firms are small-scale, they may not have adequate experience, capability to design ...
This paper considers the question of how a sales manager should design the optimal compensation sche...
This paper discusses recent advances in the study of salesforce motivation and compensation. Special...
[[notice]]補正完畢[[journaltype]]國內[[incitationindex]]EI[[booktype]]紙本[[countrycodes]]TW
Since the papers of Basu et. al. (1985) and Lal and Srinivasan (1993), marketing academics have been...
A theory of salesforce compensation plans is presented where the sales of a product depend not only ...
This dissertation focuses on topics within the salesforce area and is written in the form of three e...
International audienceThis paper describes an operational procedure for identifying optimal sales fo...
Marketing analytical studies of optimal salesforce compensation policies typically rely on a set of ...
SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1657 / INIST-CNRS - I...
Observed contracts in the real-world are often very simple, partly reflecting the constraints faced ...
In this research, we show that the interaction between territory allocation and sales force compensa...
[[abstract]]Small business owners and marketing managers encounter the threat of higher turnover of ...
International audienceThis last decade, research studies investigating optimal structures of salesfo...
[[abstract]]As a member of the heterogeneous salesforce, every salesperson’s demand and sales are bo...
[[abstract]]Most firms are small-scale, they may not have adequate experience, capability to design ...
This paper considers the question of how a sales manager should design the optimal compensation sche...
This paper discusses recent advances in the study of salesforce motivation and compensation. Special...
[[notice]]補正完畢[[journaltype]]國內[[incitationindex]]EI[[booktype]]紙本[[countrycodes]]TW
Since the papers of Basu et. al. (1985) and Lal and Srinivasan (1993), marketing academics have been...
A theory of salesforce compensation plans is presented where the sales of a product depend not only ...
This dissertation focuses on topics within the salesforce area and is written in the form of three e...
International audienceThis paper describes an operational procedure for identifying optimal sales fo...
Marketing analytical studies of optimal salesforce compensation policies typically rely on a set of ...
SIGLEAvailable at INIST (FR), Document Supply Service, under shelf-number : DO 1657 / INIST-CNRS - I...
Observed contracts in the real-world are often very simple, partly reflecting the constraints faced ...
In this research, we show that the interaction between territory allocation and sales force compensa...
[[abstract]]Small business owners and marketing managers encounter the threat of higher turnover of ...
International audienceThis last decade, research studies investigating optimal structures of salesfo...