Quota-based compensation plans for multiterritory heterogeneous salesforces

Management Science

Volumn 42, Issue 10, 1996, Pages 1454-1462

  Raju, Jagmohan S ^a   Srinivasan, V ^a  

^a NONE

Author keywords

Agency Theory; Sales Quotas; Salesforce Compensation; Salesforce Management

Indexed keywords

EID: 0000520256     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.42.10.1454     Document Type: Article

References (20)

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