Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model-Reference-Cited by-同舟云学术

Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model

Published:2012-07-04 Issue:1 Volume:23 Page:27-51
ISSN:2191-4761
Container-title:Journal of Management Control
language:en
Short-container-title:J Manag Control

Author:

Heidemann Julia,Kaiser Marcus,Klier Mathias,Probst Florian

Publisher

Springer Science and Business Media LLC

Subject

Management of Technology and Innovation,Management Science and Operations Research,Strategy and Management,Management Information Systems,Accounting

Link

http://link.springer.com/content/pdf/10.1007/s00187-012-0152-0.pdf

Reference63 articles.

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3. Albers, S. (1995). Optimales Verhältnis zwischen Festgehalt und erfolgsabhängiger Entlohnung bei Verkaufsaußendienstmitarbeitern. ZFBF. Schmalenbachs Zeitschrift für Betriebswirtschaftliche Forschung, 47, 124–142.

4. Basu, A. K., Lal, R., Srinivasan, V., & Staelin, R. (1985). Salesforce compensation plans: an agency theoretic perspective. Marketing Science, 4, 267–291.

5. Bayón, T., Gutsche, J., & Bauer, H. (2002). Customer equity marketing: touching the intangible. European Management Journal, 20, 213–222.

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1. Customer Lifetime Value;Encyclopedia of Information Science and Technology, Fourth Edition;2018