Determinants of pay levels and structures in sales organizations

Journal of Marketing

Volumn 73, Issue 6, 2009, Pages 92-104

  Rouziès, Dominique ^a,b   Coughlan, Anne T ^c   Anderson, Erin ^d,e   Lacobucci, Dawn ^f  

^a HEC PARIS   (France)

^b Centre National de la Recherche Scientifique   (France)

^c NORTHWESTERN UNIVERSITY   (United States)

^d Department of International Management ^*

^e INSEAD

^f VANDERBILT UNIVERSITY   (United States)

Author keywords

Agency theory; Compensation; Motivation; Pay disparity; Sales management

Indexed keywords

EID: 70449347303     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.73.6.92     Document Type: Article

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