SALESFORCE COMPENSATION - THEORY AND MANAGERIAL IMPLICATIONS

被引：74

作者：

COUGHLAN, AT ^{[1
]}

SEN, SK ^{[1
]}

机构：

[1] YALE UNIV,SCH MANAGEMENT,NEW HAVEN,CT 06520

来源：

关键词：

D O I：

10.1287/mksc.8.4.324

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：324 / 342

页数：19

共 35 条

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[4] BERGER PD, 1975, AM MARKETING ASS 197, P517
[5] COUGHLAN AT, 1985, SALESFORCE COMPENSAT
[6] COUGHLAN AT, 1989, EC APPROACH SALESFOR
[7] DEARDEN J, 1988, OPTIMAL SALESFORCE C
[8] AN OPTIMAL PLAN FOR SALESMENS COMPENSATION
FARLEY, JU
[J]. JOURNAL OF MARKETING RESEARCH, 1964, 1 (02) : 39 - 43
[9] FORD NM, 1981, 81107 MARK SCI I REP
[10] FUNDENBERG D, 1988, SHORT TERM CONTRACTS