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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
Rouziès, Dominique; Onyemah, Vincent; Iacobucci, Dawn - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10011753783
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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
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Variable compensation and salesperson health
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of marketing 85 (2021) 3, pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
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Competition and pay inequality within and between firms
Gartenberg, Claudine; Wulf, Julie - In: Management science : journal of the Institute for … 66 (2020) 12, pp. 5925-5943
Persistent link: https://www.econbiz.de/10012391469
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Is performance affected by the CEO-employee pay gap? : evidence from Australia
Taherifar, Roya; Holmes, Mark J.; Hassan, Gazi M. - 2021
Persistent link: https://www.econbiz.de/10013269936
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Executive pay dispersion : reconciling the differing effects of pay inequality and pay inequity on firm performance
Li, Zonghui; Daspit, Joshua J.; Marler, Laura E. - In: International journal of human resource management 33 (2022) 15, pp. 3056-3084
Persistent link: https://www.econbiz.de/10013370296
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Productivity dynamics, performance feedback and group incentives in a sales organization
Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117
Persistent link: https://www.econbiz.de/10011951557
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Optimal sales force compensation in dynamic settings : commissions vs. bonuses
Schöttner, Anja - In: Management science : journal of the Institute for … 63 (2017) 5, pp. 1529-1544
Persistent link: https://www.econbiz.de/10011684783
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Sales force incentives at service sales corporation
Rana, Arif Iqbal; Mumtaz, Mohammad Kamran - In: Asian journal of management cases : AJMC 14 (2017) 2, pp. 160-175
Persistent link: https://www.econbiz.de/10011790806
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584