Designing optimal sales contests: A theoretical perspective

Marketing Science

Volumn 20, Issue 2, 2001, Pages 170-193

  Kalra, Ajay ^a   Shi, Mengze ^a  

^a CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

Agency theory; Sales contests; Salesforce compensation

Indexed keywords

EID: 0035285488     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.20.2.170.10193     Document Type: Review

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