Owan, Hideo; Tsuru, Tsuyoshi; Uehara, Katsuhito - In: Evidence-based HRM: a Global Forum for Empirical Scholarship 3 (2015) 3, pp. 222-243
Purpose – Under a discontinuous and nonlinear compensation scheme, which is prevalent among car dealerships, the amount of a salesperson’s expected daily commission depends primarily on his position in the pay schedule on the day he makes a sale. Salespeople thus vary their efforts and adopt...