Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach
Year of publication: |
1994
|
---|---|
Authors: | Mantrala, Murali K. ; Sinha, Prabhakant ; Zoltners, Andris A. |
Published in: |
Marketing Science. - Institute for Operations Research and the Management Sciences - INFORMS, ISSN 0732-2399. - Vol. 13.1994, 2, p. 121-144
|
Publisher: |
Institute for Operations Research and the Management Sciences - INFORMS |
Subject: | sales force research | sales quota-bonus plans | principal-agent model | heterogeneous sales-people | salesperson utility function | conjoint analysis |
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