in low morale on the part of the salesforce. Develops a contribution‐based commission plan which, it is suggested …Demonstrates that, under certain conditions a unit‐based commission plan is disfunctional suggesting that it can result …, overcomes the problem of management and salesforce goal congruence, and which, it is proposed, is more cost‐efficient.  …

export goods on their own or on commission. When a company acts as an intermediary between the local producer of the exported …Export of goods is a component of foreign trade activity that includes all operations through which goods manufactured …

accrued from the salesforce of a company, which, if made good use of, could lead to better market planning.  …

medium‐sized firms in The Netherlands was undertaken in an attempt to explain differences in export success between exporting … determinants of export success.  …

first export orders. Suggests that the characteristics of these innovators/initiators of exporting are similar to those of …

′s exports as a percentage of the total sales volume, second, international family heritage of the major export decision makers …

. Research hypotheses about export performance as an outcome of international firm strategies covering channels of distribution …