Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Year of publication: |
2009
|
---|---|
Authors: | Chung, Doug J. ; Steenburgh, Thomas J. ; Sudhir, K. |
Published in: |
MSI reports : working paper series. - Cambridge, Mass., ISSN 1545-505X, ZDB-ID 2127174-4. - 2009, 3, p. 103-124
|
Subject: | Sales force compensation plan | Verkaufspersonal | Salespeople | Leistungsentgelt | Performance pay |
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