Valle, Mauricio A.; Ruz, Gonzalo A.; Varas, Samuel - In: Academia Revista Latinoamericana de Administración 28 (2015) 4, pp. 523-540
Purpose The purpose of this paper is to investigate the effect of risk aversion (RA) on expected income and job satisfaction (JS) with pay in the case of sales agents under a compensation system based on pay-for-performance. Design/methodology/approach Data were collected from 125 sales agents...