Incentive practices in the US automobile industry

Management Research News

Volumn 27, Issue 7, 2004, Pages 49-56

  Joetan, Edwin ^a   Kleiner, Brian H ^a  

^a CALIFORNIA STATE UNIVERSITY   (United States)

Author keywords

Educational institutions; Educational personnel; Performance appraisal; Performance management; United States of America

Indexed keywords

EID: 79958783653     PISSN: 01409174     EISSN: None     Source Type: Journal    
DOI: 10.1108/01409170410784248     Document Type: Article

References (13)

1. Automotive News (1996) “Cost to Dealers.” November 11.
2. Cato, Jeremy (2000) “Dearth of a salesman.” BC Business. October 1.
3. Chappell, Lindsay (1998) “Keep that employee, win a customer.” Automotive News. August 31.
4. Darin, Ann Theresa (1996) “Hiring, keeping salespeople is nearly impossible.” Automotive News. November 11.
5. Feuer, Jack (2000) “A rocky road.” AdWeek.
6. Glendinning, Preter M. (2000) “Kicking the tires of automotive sales compensation.” Compensation and Benefit Review. September.
7. Maddox, Alice (1998) “Good staff: keep ‘em; they are hard to find.” Automotive News. February 02.
8. Maddox, Alice (2001) “Krouse tries salary plan: it's a winner.” Automotive News. February 05.
9. Marchetti, Michele (1997) “Developing a competitive pay plan.” Sales and Marketing Management. April 1969.
10. Marchetti, Michele (1998) Sales and Marketing Management. May 1983.
11. Merrick, Neil (1995) People of Management. May 4.
12. Sawyers, Arlena (1997) “Top sales people have less than perfect traits.” Automotive News. January 20:41.
13. Sullivan, Anthony Ray (1966) (Ed.) The Automobile Dealer and his Employees. NADA (National Auto Dealers Association) Publication.