Do bonuses enhance sales productivity? : a dynamic structural analysis of bonus-based compensation plans
Doug J. Chung; Thomas Steenburgh; K. Sudhir
| Year of publication: |
2014
|
|---|---|
| Authors: | Chung, Doug J. ; Steenburgh, Thomas J. ; Sudhir, K. |
| Published in: |
Marketing science. - Catonsville, MD : INFORMS, ISSN 0732-2399, ZDB-ID 883054-X. - Vol. 33.2014, 2, p. 165-187
|
| Subject: | sales force compensation | bonuses | quotas | dynamic structural models | two-step estimation | discount factors | Leistungsentgelt | Performance pay | Verkaufspersonal | Salespeople | Vergütungssystem | Compensation system | Theorie | Theory | Verkauf | Selling |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010358794