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A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others

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Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans

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A Multi-Cultural Study of Salespeople's Behavior in Individual Pay-for-Performance Compensation Systems : When Managers Are More Equal and Less Fair than Others

Rouzies, Dominique - 2019

In this research, we examine salespeople's behavior in individual pay-for-performance compensation systems and show how … multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industry sectors to … of management fairness are key to salespeople's proportion of total pay generated by pay-for-performance formulas …

Persistent link: https://www.econbiz.de/10012866004