Purpose – The effective and efficient motivation of the sales personnel affects the sales of a firm directly. The aim of this paper is to study the incentive effects of different compensation contracts under the framework of multi‐agent principal agent model, and it finds that the optimal...

Purpose – The purpose of this paper is to investigate which dimension of salespersons' service quality is of most importance for customer loyalty in a fashion chain stores setting. It also aims to assess the effects of two retail environmental factors (price level and customers' demographic...

Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists...