Literature review revealed that sales manager's transformational leadership positively impacts the job satisfaction of sales people, while job satisfaction has significant influence on the sales peoples' work behaviors. The purpose of this research was to examine the relationship between...

In the concept of Balanced Scorecard, internal process is included as one of the scorecards to be balanced by organizations. Such internal processes are classified into 2 (two) sub-sections; production process and business process. However, most organizations may have paid substantial attention...

To align employees’ interests with the firm’s goals, employers often use performance-based pay, but designing such a compensation plan is challenging because performance is typically multifaceted. For example, a sales employee should be incentivized to sell the company’s product, but a...