메뉴 건너뛰기




Volumn 16, Issue 3, 1999, Pages 389-409

Determinants of compensation structure for salespeople in the retail clothing industry in Singapore: An agency theory perspective

Author keywords

[No Author keywords available]

Indexed keywords


EID: 2542439451     PISSN: 02174561     EISSN: 15729958     Source Type: Journal    
DOI: 10.1023/A:1015464231891     Document Type: Review
Times cited : (3)

References (35)
  • 1
    • 0002498105 scopus 로고
    • Perspectives on behavior-based versus outcome-based salesforce control systems
    • Anderson, E. and Oliver, R.L. 1987. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing, 51: 76-88.
    • (1987) Journal of Marketing , vol.51 , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 2
    • 0002057980 scopus 로고
    • Salesforce compensation plans: A review of the implications and applications of agency and related theories
    • Basu, A.K., Lal, R., Srinivasan, V. and Staelin, R. 1985. Salesforce compensation plans: A review of the implications and applications of agency and related theories. Journal of Marketing, 56: 1-24.
    • (1985) Journal of Marketing , vol.56 , pp. 1-24
    • Basu, A.K.1    Lal, R.2    Srinivasan, V.3    Staelin, R.4
  • 3
    • 0002057980 scopus 로고
    • Agency relationships in marketing: A review of the implications and applications of agency and related theories
    • Bergen, M., Dutta, S. and Walker, O.C. 1992. Agency relationships in marketing: A review of the implications and applications of agency and related theories. Journal of Marketing, 56: 1-24.
    • (1992) Journal of Marketing , vol.56 , pp. 1-24
    • Bergen, M.1    Dutta, S.2    Walker, O.C.3
  • 4
    • 0001447284 scopus 로고
    • Effects of monitoring and tradition on compensation arrangements: An experiment with principal-agents dyads
    • Conlon, E.J. and Parks, J.M. 1990. Effects of monitoring and tradition on compensation arrangements: An experiment with principal-agents dyads. Academy of Management Journal, 33(3): 603-622.
    • (1990) Academy of Management Journal , vol.33 , Issue.3 , pp. 603-622
    • Conlon, E.J.1    Parks, J.M.2
  • 6
    • 0022013369 scopus 로고
    • Control: Organization and economic approaches
    • Eisenhardt, K.M. 1985. Control: Organization and economic approaches. Management Science, 31(2): 134-149.
    • (1985) Management Science , vol.31 , Issue.2 , pp. 134-149
    • Eisenhardt, K.M.1
  • 7
    • 0000798911 scopus 로고
    • Agency- and institutional-theory explanations: The case of retail sales compensation
    • Eisenhardt, K.M. 1988. Agency- and institutional-theory explanations: The case of retail sales compensation. Academy of Management Journal, 31(3): 488-511.
    • (1988) Academy of Management Journal , vol.31 , Issue.3 , pp. 488-511
    • Eisenhardt, K.M.1
  • 8
    • 0001336426 scopus 로고
    • Agency theory: An assessment and review
    • Eisenhardt, K.M. 1989. Agency theory: An assessment and review. Academy of Management Journal, 14(1): 57-74.
    • (1989) Academy of Management Journal , vol.14 , Issue.1 , pp. 57-74
    • Eisenhardt, K.M.1
  • 11
    • 2542504202 scopus 로고
    • Developing a compensation plan that attracts top talent
    • Geibel, J.P. 1992. Developing a compensation plan that attracts top talent. Sales & Marketing Management, 144(6): 162-163.
    • (1992) Sales & Marketing Management , vol.144 , Issue.6 , pp. 162-163
    • Geibel, J.P.1
  • 12
    • 53149108007 scopus 로고
    • Compensation motivation
    • Greene, R. 1993. Compensation motivation. Mortgage Banking, 54(2): 12-18.
    • (1993) Mortgage Banking , vol.54 , Issue.2 , pp. 12-18
    • Greene, R.1
  • 13
    • 0039059320 scopus 로고
    • Restoring balance to sales compensation
    • Head, R.G. 1992. Restoring balance to sales compensation. Sales & Marketing Management, 144(9): 48-53.
    • (1992) Sales & Marketing Management , vol.144 , Issue.9 , pp. 48-53
    • Head, R.G.1
  • 14
    • 44649197264 scopus 로고
    • Theory of the firm: Managerial behavior, agency costs and ownership structure
    • Jensen, M.C. and Meckling, W.H. 1976. Theory of the firm: Managerial behavior, agency costs and ownership) structure. Journal of Financial Economics, 3: 305-360.
    • (1976) Journal of Financial Economics , vol.3 , pp. 305-360
    • Jensen, M.C.1    Meckling, W.H.2
  • 15
    • 0010877230 scopus 로고
    • An organizational coordination model of salesforce compensation plans: Theoretical analysis and empirical test
    • Fall
    • John, G., Weiss, A. and Weitz, B. 1987. An organizational coordination model of salesforce compensation plans: Theoretical analysis and empirical test. Journal of Law, Economic, and Organization, 3 (Fall): 373-396.
    • (1987) Journal of Law, Economic, and Organization , vol.3 , pp. 373-396
    • John, G.1    Weiss, A.2    Weitz, B.3
  • 16
    • 53149083551 scopus 로고
    • The difference in selling services
    • Keenan, W. 1990. The difference in selling services. Sales & Marketing Management, 142(4): 48-52.
    • (1990) Sales & Marketing Management , vol.142 , Issue.4 , pp. 48-52
    • Keenan, W.1
  • 17
    • 53149131497 scopus 로고
    • Do high commissions equal high turnover?
    • Keenan, W. 1994. Do high commissions equal high turnover? Sales & Marketing Management, 146(1): 40.
    • (1994) Sales & Marketing Management , vol.146 , Issue.1 , pp. 40
    • Keenan, W.1
  • 18
    • 84963462896 scopus 로고
    • The effect of behavior monitoring and uncertainty on the use of performance-contingent compensation
    • Kren, L. and Kerr, J.L. 1993. The effect of behavior monitoring and uncertainty on the use of performance-contingent compensation. Accounting and Business Research, 23(90): 159-168.
    • (1993) Accounting and Business Research , vol.23 , Issue.90 , pp. 159-168
    • Kren, L.1    Kerr, J.L.2
  • 19
    • 0001690755 scopus 로고
    • Long-term contracts and moral hazard
    • Lambert, R. 1983. Long-term contracts and moral hazard. Bell Journal of Economics, 14: 441-452.
    • (1983) Bell Journal of Economics , vol.14 , pp. 441-452
    • Lambert, R.1
  • 20
    • 0000074483 scopus 로고
    • Compensation plans for single- And multi-product salesforces: An application of the Holmstrom-Milgrom Model
    • Lal, R. and Srinivasan, V. 1993. Compensation plans for single- and multi-product salesforces: An application of the Holmstrom-Milgrom Model. Management Science, 39(17): 777-793.
    • (1993) Management Science , vol.39 , Issue.17 , pp. 777-793
    • Lal, R.1    Srinivasan, V.2
  • 22
    • 84984160686 scopus 로고
    • Performance for pay? The effects of 'merit pay' on motivation in a public service
    • Marsden, D. and Richardson, R. 1994. Performance for pay? The effects of 'merit pay' on motivation in a public service. British Journal of Industrial Relations, 32: 243-261.
    • (1994) British Journal of Industrial Relations , vol.32 , pp. 243-261
    • Marsden, D.1    Richardson, R.2
  • 23
    • 84965716269 scopus 로고
    • Agency theory and uncertainty in organizations: An evaluation
    • Nilakant, V. and Rao, H. 1994. Agency theory and uncertainty in organizations: An evaluation. Organization Studies, 15(5): 649-672.
    • (1994) Organization Studies , vol.15 , Issue.5 , pp. 649-672
    • Nilakant, V.1    Rao, H.2
  • 24
    • 84970122664 scopus 로고
    • The problem of contract enforcement in economic organization theory
    • Noorderhaven, N.G. 1992. The problem of contract enforcement in economic organization theory. Organization Studies, 13(2): 229-243.
    • (1992) Organization Studies , vol.13 , Issue.2 , pp. 229-243
    • Noorderhaven, N.G.1
  • 25
    • 21844521980 scopus 로고
    • Compensation contracts: Do agency theory assumptions predict negotiated agreements?
    • Parks, J.M. and Conlon, E.J. 1995. Compensation contracts: Do agency theory assumptions predict negotiated agreements? Academy of Management Journal, 38(3): 821-838.
    • (1995) Academy of Management Journal , vol.38 , Issue.3 , pp. 821-838
    • Parks, J.M.1    Conlon, E.J.2
  • 26
    • 0000039244 scopus 로고
    • Managerial compensation based on organizational performance: A time series analysis of the effects of merit pay
    • Pearce, J.L., Stevenson, W.B. and Perry, J.L. 1985. Managerial compensation based on organizational performance: A time series analysis of the effects of merit pay. Academy of Management Journal, 28(2): 261-278.
    • (1985) Academy of Management Journal , vol.28 , Issue.2 , pp. 261-278
    • Pearce, J.L.1    Stevenson, W.B.2    Perry, J.L.3
  • 31
    • 0001041858 scopus 로고
    • How to pay your sales force
    • Steinbrink, J. 1978. How to pay your sales force. Harvard Business Review, 57 (July-August): 111-112.
    • (1978) Harvard Business Review , vol.57 , Issue.JULY-AUGUST , pp. 111-112
    • Steinbrink, J.1
  • 33
    • 0001983831 scopus 로고
    • The impact of perceived environmental uncertainty and perceived agent effectiveness on the composition of the compensation contracts
    • Umanath, N.S., Ray, M.R. and Campbell, T.L. 1993. The impact of perceived environmental uncertainty and perceived agent effectiveness on the composition of the compensation contracts. Management Science, 39(1): 32-45.
    • (1993) Management Science , vol.39 , Issue.1 , pp. 32-45
    • Umanath, N.S.1    Ray, M.R.2    Campbell, T.L.3
  • 35
    • 0004327897 scopus 로고
    • Singapore: Department of Statistics
    • Yearbook of Statistics Singapore. 1995. Singapore: Department of Statistics.
    • (1995) Yearbook of Statistics Singapore


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.