Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Year of publication: |
2023
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Authors: | Claro, Danny Pimentel ; Plouffe, Christopher R. ; Vieira, Valter Afonso |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 113.2023, p. 153-167
|
Subject: | Compensation plan | Goals | Quotas | Sales management | Sales opportunities | Sales performance | Verkauf | Selling | Verkaufspersonal | Salespeople | Absatz | Sales | Leistungsentgelt | Performance pay | Vergütungssystem | Compensation system | Erfolgsfaktor | Success factor |
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