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Volumn 10, Issue 2, 1999, Pages 161-177

Optimal Monitoring in Salesforce Control Systems

Author keywords

Agency theory; Monitoring; Salesforce control

Indexed keywords


EID: 0347608460     PISSN: 09230645     EISSN: None     Source Type: Journal    
DOI: 10.1023/a:1008045115442     Document Type: Article
Times cited : (6)

References (11)
  • 1
    • 0002498105 scopus 로고
    • Perspectives on Behavior-Based Versus Outcome-Based Sales Force Control Systems
    • Anderson, Erin and Richard L. Oliver. (1987). "Perspectives on Behavior-Based Versus Outcome-Based Sales Force Control Systems," Journal of Marketing 51 (October), 76-88.
    • (1987) Journal of Marketing , vol.51 , Issue.OCTOBER , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 2
    • 0001469591 scopus 로고
    • Salesforce Compensation Plans: An Agency Theoretic Perspective
    • Basu, Amiya K., Rajiv Lal, V. Srinivasan, and Richard Staelin. (1985). "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science 4 (Fall), 267-291.
    • (1985) Marketing Science , vol.4 , Issue.FALL , pp. 267-291
    • Basu Amiya K1    Lal, R.2    Srinivasan, V.3    Staelin, R.4
  • 4
    • 0011648033 scopus 로고
    • Performance Measure Congruity and Diversity in Multi-Task Principal/Agent Relations
    • Feltham, Gerald A. and Jim Xie. (1994). "Performance Measure Congruity and Diversity in Multi-Task Principal/Agent Relations," The Accounting Review 69 (3), 429-453.
    • (1994) The Accounting Review , vol.69 , Issue.3 , pp. 429-453
    • Feltham, G.A.1    Xie, J.2
  • 5
    • 0002430504 scopus 로고
    • Multi-task Principal-Agent Analyses: Incentive Contracts, Asset ownership, and Job Design
    • Holmstrom, Bengt and Paul Milgrom. (1991). "Multi-task Principal-Agent Analyses: Incentive Contracts, Asset ownership, and Job Design," Journal of Law, Economics, and Organizations 7, 24-52.
    • (1991) Journal of Law, Economics, and Organizations , vol.7 , pp. 24-52
    • Holmstrom, B.1    Milgrom, P.2
  • 6
    • 0002338078 scopus 로고
    • Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation
    • John, George and Barton Weitz. (1989). "Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation," Journal of Marketing Research 26 (Feb), 1-14.
    • (1989) Journal of Marketing Research , vol.26 , Issue.FEB , pp. 1-14
    • John, G.1    Weitz, B.2
  • 7
    • 0032220787 scopus 로고    scopus 로고
    • Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective
    • Joseph, Kissan and Alex Thevaranjan. (1998). "Monitoring and Incentives In Sales Organizations: An Agency-Theoretic Perspective," Marketing Science 17 (2), 107-123.
    • (1998) Marketing Science , vol.17 , Issue.2 , pp. 107-123
    • Joseph, K.1    Thevaranjan, A.2
  • 8
    • 33947509262 scopus 로고
    • The Impact of Environmental Uncertainty on the Design of Sales Force Compensation Plans
    • Joseph, Kissan and Manohar U. Kalwani. (1995). "The Impact of Environmental Uncertainty on the Design of Sales Force Compensation Plans," Marketing Letters 6 (3), 183-197.
    • (1995) Marketing Letters , vol.6 , Issue.3 , pp. 183-197
    • Joseph, K.1    Manohar, U.K.2
  • 9
    • 0033461041 scopus 로고    scopus 로고
    • Empirical Investigation of the Antecedants of Salesforce Control Systems
    • Krafft, Manfred (1999), "Empirical Investigation of the Antecedants of Salesforce Control Systems," Forthcoming Journal of Marketing.
    • (1999) Forthcoming Journal of Marketing
    • Krafft, M.1
  • 10
    • 0000074483 scopus 로고
    • Compensation Plans for Single and Multi-product Salesforces: An Application of the Holmstrom-Milgrom Model
    • Lal, Rajiv and V. Srinivasan. (1993). "Compensation Plans for Single and Multi-product Salesforces: An Application of the Holmstrom-Milgrom Model," Management Science 39 (July), 777-793.
    • (1993) Management Science , vol.39 , Issue.JULY , pp. 777-793
    • Lal, R.1    Srinivasan, V.2
  • 11
    • 0032373995 scopus 로고    scopus 로고
    • The Law of One Price and a Theory of the Firm: A Ricardian Perspective on Inter-industry Wages
    • Mehta, S. (1998). "The Law of One Price and a Theory of the Firm: a Ricardian Perspective on Inter-industry Wages," Rand Journal of Economics 29 (1), 137-156.
    • (1998) Rand Journal of Economics , vol.29 , Issue.1 , pp. 137-156
    • Mehta, S.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.