An Examination of the Effect of Compensation Plan Selection on Retail Salesperson Productivity-Reference-Cited by-同舟云学术

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An Examination of the Effect of Compensation Plan Selection on Retail Salesperson Productivity

Published:2014-12-15 Issue: Volume: Page:144-148
ISSN:2363-6165
Container-title:Proceedings of the 1995 Academy of Marketing Science (AMS) Annual Conference
language:
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Author:

Wilson Phillip H.,Reardon James,Srivastava Rajesh,Massad Victor

Publisher

Springer International Publishing

Link

http://link.springer.com/content/pdf/10.1007/978-3-319-13147-4_35

Reference16 articles.

1. Arndt, Johan and Leif Olsen (1975), “A Research Note On Economies of Scale in Retailing,” Swedish Journal of Economics, 207.

2. Bucklin, Louis P. (1978), “Research in Marketing: Measurement for Marketing Decisions,” in Research in Marketing, Vol. 1, Jagdish Sheth, ed. :, 1-22.

3. Coughlin, Anne T. and Subrata K. Sen (1989), “Salesforce Compensation: Theory and Managerial Implications,” Marketing Science, Fall, 324-342.

4. Churchill, Gilbert A., Neil M. Ford, and Orville C. Walker (1993), Sales Force Management, Irwin: Homewood, IL.

5. English, J. 0. N. and Anthony A. Marchione (1985), “Productivity: A New Perspective,” California Management Review, 25 (2, Jan), 57-66.

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