Mantrala, Murali K.; Sinha, Prabhakant; Zoltners, Andris A. - In: Marketing Science 13 (1994) 2, pp. 121-144
This paper presents an agency theoretic model-based approach that assists sales managers in determining the profit-maximizing structure of a common multiproduct sales quota-bonus plan for a geographically specialized heterogeneous sales force operating in a repetitive buying environment. This...