Buhl, Hans Ulrich; Dzienziol, Jochen; Heidemann, Julia - In: Credit and Capital Markets 43 (2010) 4, pp. 501-532
The goal of this study is to develop a recommendation for an incentive-compatible commission-system that rewards the value-based performance of the sales force in the financial services industry. The commission-system should ensure that every decision on customer-actions made by the sales force...