Two key issues in business-to-business (B2B) sales force management are (1) how much a given sales job should be compensated (pay level) and (2) how much of the compensation should be fixed versus variable (pay structure). The authors examine the paychecks drawn by people in more than 14,000...

This article examines one of the functions of "intelligent agents" used by service providers on the Internet (e.g., retailers and information search engines) that compare a user's profile to data on other users to determine which users in the database are similar to the focal user, and which...