The incentive and selection roles of sales force compensation contracts

Journal of Marketing Research

Volumn 48, Issue 4, 2011, Pages 781-798

  Lo, Desmond ^a   Ghosh, Mrinal ^b   Lafontaine, Francine ^c  

^a SANTA CLARA UNIVERSITY   (United States)

^b UNIVERSITY OF ARIZONA   (United States)

^c UNIVERSITY OF MICHIGAN   (United States)

Author keywords

Agency theory; Incentives; Retention; Sales force compensation; Selection; Survey research

Indexed keywords

EID: 80052433089     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkr.48.4.781     Document Type: Article

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