MARKETING
Edited by J. Eliashberg and G.L. Lilien
CHAPTER 13
Salesforce Compensation: A Review of MS/OR Advances
Anne T. Coughlan
1. Introduction*
2. Model structure/techniques: Microeconomic approach
3. Model structure/techniques: Agency-theoretic approach
4. Empirical evidence on salesforce-compensation models
5. Decision support systems for salesforce compensation
6. Conclusions and future research directions
References
* The first two pages of the chapters are available as PDF file.
Complete chapters on ScienceDirect
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