Echchakoui, Saïd; Ghilal, Rachid - In: European Research on Management and Business Economics … 25 (2019) 2, pp. 99-104
This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...
