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Articles (19)

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1-10 of 19 results for salesforce compensation

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Select article: Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans

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Research article

First published 2017-4

Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans

Zoha Fatima

Compensation & Benefits Review

Select article: Managing Salesforce Compensation During the Growth Stage

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Research article

First published 2015-9

Managing Salesforce Compensation During the Growth Stage

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Optimal Salesforce Sizing and Compensation Cost: A Mathematical Approach

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Research article

First published 2017-1

Optimal Salesforce Sizing and Compensation Cost: A Mathematical Approach

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Salesforce Control and Compensation System

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Research article

First published 2015-7

Salesforce Control and Compensation System

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs

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Research article

First published 2020-01

Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs

Binqing Xiao, Wenqiang Xiao

Production and Operations Management

Select article: Salesforce incentive within organizational life cycle: A transaction cost analysis

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Research article

First published 2007-3-20

Salesforce incentive within organizational life cycle: A transaction cost analysis

Chin-Nung Liao

Human Systems Management

Select article: Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach

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Research article

First published 2020-08

Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach

Arzum Akkaş, Nachiketa Sahoo

Production and Operations Management

Select article: Who Should Compensate the Sales Agent in a Distribution Channel?

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Research article

First published 2020-11

Who Should Compensate the Sales Agent in a Distribution Channel?

Panos Kouvelis, Duo Shi

Production and Operations Management

Select article: Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

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Research article

First published 1989-2

Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

George John, Barton Weitz

Journal of Marketing Research

Select article: Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information

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Research article

First published 2021-09

Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information

Zhaolin Li, Samuel N. Kirshner

Production and Operations Management

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