A structural model of sales-force compensation dynamics: Estimation and field implementation

2011 ◽  
Vol 9 (3) ◽  
pp. 211-257 ◽  
Author(s):  
Sanjog Misra ◽  
Harikesh S. Nair
Keyword(s):  
Structural Model ◽  
Sales Force ◽  
Force Compensation

An Empirical Analysis of Sales-Force Compensation Plans

1992 ◽  
Vol 65 (1) ◽  
pp. 93 ◽  
Author(s):  
Anne T. Coughlan ◽  
Chakravarthi Narasimhan
Keyword(s):  
Empirical Analysis ◽  
Sales Force ◽  
Compensation Plans ◽  
Force Compensation

Managing Sales Force Compensation

2012 ◽  
Vol 44 (2) ◽  
pp. 86-99 ◽  
Author(s):  
Pankaj M. Madhani
Keyword(s):  
Sales Force ◽  
Force Compensation
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