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Original Articles

The Optimal Compensation for Heterogeneous Salesforce

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Pages 101-111 | Received 01 Apr 1994, Published online: 18 Jun 2013

References

  • Basu , A. K. , Lal , R. , Srinivasan , V. and Staelin , R. 1985 . Salesforce Compensation Plans: An Agency Theoretic Perspective . Marketing Science , 4 ( 4 ) : 267 – 291 .
  • Coughlan , A. T. and Sen , S. K. 1989 . Salesforce Compensation: Theory and Managerial Implications . Marketing Science , 8 ( 4 ) : 324 – 342 .
  • Farley , J. U. 1964 . An Optimal Plan for Salesmen’s Compensation . Journal of Marketing Research , 1 May : 39 – 43 .
  • Kamien , M. I. and Schwarty , N. L. 1981 . Dynamic Optimization: The Calculus of Variations and Optimal Control in Economics and Management , New York : North Holland .
  • Lal , R. 1986 . Delegating Pricing Responsibility to the Salesforce . Marketing Science , 5 ( 2 ) : 159 – 168 .
  • Lal , R. and Staelin , R. 1986 . Salesforce Compensation Plans in Environments with Asymmetric Information . Marketing Science , 5 ( 3 ) : 179 – 198 .
  • Rao , R. C. 1990 . Compensating Heterogeneous Salesforces: Some Explicit Solutions . Marketing Science , 9 ( 4 ) : 319 – 341 .
  • Srinivasan , V. 1981 . An Investigation of the Equal Commission Rate Policy for a Multiproduct Salesforce . Management Science , 27 July : 731 – 756 .
  • Weinberg , C. B. 1975 . An Optimal Commissions Plans for Salesmen’s Control Over Price . Management Science , 21 April : 937 – 943 .

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