A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others
Dominique Rouziès, Vincent Onyemah and Dawn Iacobucci
| Year of publication: |
September 2017
|
|---|---|
| Authors: | Rouziès, Dominique ; Onyemah, Vincent ; Iacobucci, Dawn |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 37.2017, 3, p. 198-212
|
| Subject: | financial incentives | fairness | salespeople | international compensation | culture | Verkaufspersonal | Salespeople | Gerechtigkeit | Justice | Vergütungssystem | Compensation system | Leistungsentgelt | Performance pay | Leistungsanreiz | Performance incentive | Anreiz | Incentives | Führungskräfte | Managers |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2017.1337519 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011753783