Salesforce compensation scheme and consumer inferences

Management Science

Volumn 49, Issue 5, 2003, Pages 655-672

  Kalra, Ajay ^a,b   Shi, Mengze ^a,b   Srinivasan, Kannan ^a,b  

^a CARNEGIE MELLON UNIVERSITY   (United States)

^b UNIVERSITY OF TORONTO   (Canada)

Author keywords

Consumer satisfaction; Sales assistance; Salesforce compensation; Signaling

Indexed keywords

CUSTOMER SATISFACTION; SALES; SOCIETIES AND INSTITUTIONS; VALUE ENGINEERING;

SALES ASSISTANCE; SALES COMMISSION RATE; SALESFORCE COMPENSATION STRATEGY;

COMPENSATION (PERSONNEL);

EID: 0038679222     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.49.5.655.15146     Document Type: Article

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