Depuis une dizaine d'années, les travaux de recherche portant sur la structure optimale des plans de rémunération des commerciaux sont issus de la théorie de l'agence. Riches d'enseignements, ils sont essentiellement centrés sur les plans mixtes à deux composantes du type salaire-commissions ou salaire-primes. L'objectif de cet article est double: d'une part élargir le champ des recherches aux plans à trois dimensions de type salaire-commissions-primes grâce à une méthodologie différente et d'autre part évaluer l'impact de la concurrence sur la rémunération optimale.
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