The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan

Marketing Letters

Volumn 13, Issue 2, 2002, Pages 107-120

  Mcfarland, Richard G ^a   Challagalla, Goutam N ^b   Zenor, Michael J ^c  

^a KANSAS STATE UNIVERSITY   (United States)

^b GEORGIA INSTITUTE OF TECHNOLOGY   (United States)

^c ACNielsen   (New Zealand)

Author keywords

Call selection; Multiple sales targets; Quota; Risk taking; Sales bonus; Salesperson

Indexed keywords

EID: 0141527968     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1016041802460     Document Type: Article

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