Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 19, 1999 - Issue 3
Submit an article Journal homepage
561
Views
5
CrossRef citations to date
0
Altmetric
Original Articles

Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective

Kathryn M. BartolKathryn M. Bartol (Ph.D., Michigan State University) is Professor of Management and Organization at the Robert H. Smith School of Business at the University of Maryland, College Park. She is a Past President of the Academy of Management.
Pages 1-16 | Published online: 24 Oct 2013

Citations (5)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (5)

Raeesah Chohan. (2023) Agency theory in marketing: 27 years on. Journal of Strategic Marketing 31:4, pages 767-793.
Read now
Colin B. Gabler & Ronald Paul Hill. (2015) Abusive supervision, distributive justice, and work-life balance: perspectives from salespeople and managers. Journal of Personal Selling & Sales Management 35:3, pages 247-261.
Read now
Michael S. Chien, John S. Lawler & Jin-Feng Uen. (2010) Performance-based pay, procedural justice and job performance for R&D professionals: evidence from the Taiwanese high-tech sector. The International Journal of Human Resource Management 21:12, pages 2234-2248.
Read now
Mark Davies & Melvin Prince. (2010) Advertising Agency Compensation, Client Evaluation and Switching Costs: An Extension of Agency Theory. Journal of Current Issues & Research in Advertising 32:1, pages 13-31.
Read now
DavidL. Corsun, AmyL. McManus & Clark Kincaid. (2006) Why Restaurant Sales Contests Are Self-Defeating. Journal of Foodservice Business Research 9:2-3, pages 89-109.
Read now

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.