Basu, Amiya K.; Lal, Rajiv; Srinivasan, V.; Staelin, Richard - In: Marketing Science 4 (1985) 4, pp. 267-291
A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling environment. The firm chooses a compensation plan to maximize its profit taking into account the salesperson's likely effort...