Spiffed-up channels: The role of spiffs in hierarchical selling organizations

Marketing Science

Volumn 26, Issue 1, 2007, Pages 31-51

  Caldieraro, Fabio ^a   Coughlan, Anne T ^b  

^a SANTA CLARA UNIVERSITY   (United States)

^b NORTHWESTERN UNIVERSITY   (United States)

Author keywords

Agency theory; Channels of distribution; Compensation; Competition; Salesforce

Indexed keywords

EID: 34247487034     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1060.0204     Document Type: Article

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