On the relative performance of linear versus nonlinear compensation plans-Reference-Cited by-同舟云学术

On the relative performance of linear versus nonlinear compensation plans

Published:1990-12 Issue:2-3 Volume:7 Page:171-178
ISSN:0167-8116
Container-title:International Journal of Research in Marketing
language:en
Short-container-title:International Journal of Research in Marketing

Author:

Basu Amiya K.,Kalyanaram Gurumurthy

Publisher

Elsevier BV

Subject

Marketing

Reference16 articles.

1. Controlling independent manufacturer representatives by using commission rate functions depending on achieved sales volume;Albers,1986

2. A study on optimal salesperson compensation plans;Basu,1984

3. Sales-force compensation plans: An agency theoretic perspective;Basu;Marketing Science,1985

4. On setting optimal sales commissions;Berger;Operational Research Quarterly,1972

5. Optimal compensation plans: The effect of uncertainty and attitude toward risk on the salesman effort allocation problem;Berger;Proceedings of the American Marketing Association,1975

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