A number of researchers have examined organizations progress through various stages in a life cycle as they grow and develop from birth to death. This article explains organizational life cycle (OLC), its impact on organization performance, and response of human resources (HR) manager for...

The design of salesforce control and compensation system is crucial in salesforce management as it plays an important role in influencing ethics of salespeople. The performance of a sales organization is positively influenced by ethical behavior of sales people. To understand this relationship,...

Many sales organizations today are focusing on their culture as a strategic tool, deciding what it should be, aligning with strategic goals, business strategy and sales compensation design. The culture of sales organization is comprised of fundamental principles and beliefs that are shared by...

Utilising the Sales Force Configuration Approach, this study evaluates how sales organisations can respond to market opportunities while balancing costs and profitability. The article discusses factors such as selling activities, role of the sales force, and sales force size and its impact on...

This paper aims to investigate the relationship between fixed and variable pay compensation in the organizations and their impact on employee motivation, productivity and overall performance of the organization. Impact of fixed pay and variable pay as a part of overall compensation structure on...

Business cycle plays key role in influencing organizational performance. Understanding of business cycle phases has been the focus of researchers to mitigate negative impacts of business cycle on the organizations. Realigning fixed and variable pay in the pay structure helps organizations in...

The author focuses on how game theory can be applied to the important topic of sales force compensation. The article outlines different structures of compensation offered by firms and the possible outcomes of different compensation systems. The author applies the game-theoretic framework to...