Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation

Øystein Daljord, Sanjog Misra, and Harikesh S. Nair

Year of publication:	April 2016
Authors:	Daljord, Øystein ; Misra, Sanjog ; Nair, Harikesh
Published in:	Journal of marketing research : JMR. - Thousand Oaks, CA : SAGE Publishing, ISSN 0022-2437, ZDB-ID 218319-5. - Vol. 53.2016, 2, p. 161-182
Subject:	sales force compensation \| incentives \| hiring \| agency theory \| dynamics \| Prinzipal-Agent-Theorie \| Agency theory \| Leistungsanreiz \| Performance incentive \| Verkaufspersonal \| Salespeople \| Vergütungssystem \| Compensation system \| Personalplanung \| Human resource planning \| Leistungsentgelt \| Performance pay \| Managervergütung \| Executive compensation

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