The Moderating Effect of Salesperson Reward Orientation on the Relative Effectiveness of Alternative Compensation Plans-Reference-Cited by-同舟云学术

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The Moderating Effect of Salesperson Reward Orientation on the Relative Effectiveness of Alternative Compensation Plans

Published:1998-10 Issue:2 Volume:43 Page:65-77
ISSN:0148-2963
Container-title:Journal of Business Research
language:en
Short-container-title:Journal of Business Research

Author:

Lee Dong Hwan

Publisher

Elsevier BV

Subject

Marketing

Reference65 articles.

1. Becoming;Allpert,1955

2. Perspective on Behavior-Based versus Outcome-Based Salesforce Control Systems;Anderson;Journal of Marketing,1987

3. Personality and Organization Theory Revisited;Argyris;Administrative Science Quarterly,1973

4. Experimentation in Social Psychology;Aronson,1968

5. On the Relative Performance of Linear versus Nonlinear Compensation Plans;Basu;International Journal of Research in Marketing,1990

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