An Empirical Analysis of Sales|Force Compensation Plans

An Empirical Analysis of Sales-Force Compensation Plans - jstor

In our conclusion, we evaluate the usefulness of the economics-based approach for sales-force compensation design and suggest avenues for future research. Page ...

An Empirical Analysis of Sales-Force Compensation Plans

By Anne T Coughlan and Chakravarthi Narasimhan; Abstract: Among the array of direct and indirect methods of motivation and control available ...

An Empirical Analysis of Sales-Force Compensation Plans - Ex Libris

Among the array of direct and indirect methods of motivation and control available to the sales manager is sales-force compensation. In this article, we ...

An Empirical Analysis of Sales-Force Compensation Plans

Guided by these insights, they then construct empirical models to quantify the effect of various sales-force factors, firm and product factors, and market ...

An Empirical Analysis of Salesforce Compensation Plans

An Empirical Analysis of Salesforce Compensation Plans ; English · 93-122 · Journal of Business · 65 · Published - Jan 1992 ...

Salesforce Compensation Plans: An Empirical Test of the Agency ...

These investigations hypothesize various factors to affect the form of the compensation plan defined in terms of salary and incentive pay and offer predictions ...

An Empirical Analysis of Sales-Force Compensation Plans - Scite

Supporting: 9, Contrasting: 3, Mentioning: 103 - An Empirical Analysis of Sales-Force Compensation Plans - Coughlan, Anne T., Narasimhan, Chakravarthi.

Salesforce Compensation: An Analytical and Empirical Examination ...

On the theory side we build a game theoretic model of salesforce compensation that accounts for risk aversion on the part of both the principal and the agent.

Chapter 13 Salesforce compensation: A review of MS/OR advances

CoughlanA.T. et al. An empirical analysis of salesforce-compensation plans. J ... While there has been extensive research on optimal single-period sales force ...

An Empirical Investigation of Factors Related to Use of Salary versus ...

The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of ...

Salesforce Compensation: An Empirical Investigation of Factors ...

The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of ...

Design of Salesforce Compensation Plans - jstor

Sales Force Management. Homewood,. IL: Irwin. Coughlan, Anne T., and C Narasimhan. (1992). "An Empirical Analysis of Salesforce Compensation Plans,*'. Journal ...

Salesforce compensation plans: An individual-level analysis

A series of recent analytic papers have investigated the issue of how to compensate a salesforce using either the agency theory paradigm or transaction cost ...

An Empirical Analysis of Continuing Improvements Following the ...

The incentive plan helps the firm attract and retain more productive sales employees, and motivates these employees to further improve their productivity. In ...

Chapter 13 Salesforce compensation: A review of MS/OR advances

References ; Basu and Kalyanaram, 1990. Basu A.K., G. Kalyanaram. On the relative performance of linear versus nonlinear compensation plans ; Basu, et al, 1985.

A Practical Approach to Sales Compensation: What Do We Know ...

Narasimhan (1992), “An empirical analysis of sales-force compensation plans”. Journal of Business 65(1), 93-121. Coughlan, A. T. and S. K. ...

Sales Compensation Case Study - Empirical Consulting Solutions

Empirical was tasked to develop a pay-for-performance plan that would motivate an experienced sales team and turn around the business and deliver top-line ...

Salesforce Compensation - Sage Journals

The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of ...

Sales Force Compensation: Trends and Research Opportunities

“An Empirical Analysis of Sales-Force Compensation Plans”. Journal of Business. 65(1):. 93–121. Coughlan, A. T. and S. Sen (1989). “Salesforce Compensation ...

Salesforce Compensation: An Analytical and Empirical Examination ...

(1985) discuss a two-part com- pensation scheme consisting of salary and a commission on sales, and provide a theoretical basis for an analysis of the impact of ...