Optimal sales force compensation in dynamic settings : commissions vs. bonuses

Anja Schöttner

Year of publication:	May 2017
Authors:	Schöttner, Anja
Published in:	Management science : journal of the Institute for Operations Research and the Management Sciences. - Catonsville, MD : INFORMS, ISSN 0025-1909, ZDB-ID 206345-1. - Vol. 63.2017, 5, p. 1529-1544
Subject:	sales force compensation \| linear incentive contracts \| commissions \| quota-based bonuses \| Leistungsentgelt \| Performance pay \| Vergütungssystem \| Compensation system \| Verkaufspersonal \| Salespeople \| Leistungsanreiz \| Performance incentive \| Prinzipal-Agent-Theorie \| Agency theory \| Theorie \| Theory \| Managervergütung \| Executive compensation \| Provision \| Commission payments

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