88
Views
2
CrossRef citations to date
0
Altmetric
Original Articles

Accounting information, salesforce compensation and acquisition of new customers

Pages 421-441 | Published online: 22 Oct 2010

References

  • Albers , S. 1995 . Optimales Verhältnis zwischen Festgehalt und erfolgsabhängiger Entlohnung bei Verkaufsaußendienstmitarbeitern . Zeitschrift für betriebswirt-schaftliche Forschung , 47 ( 2 ) : 124 – 142 .
  • Albers , S. 1996 . Optimization models for salesforce compensation . European Journal of Operational Research , 89 ( 1 ) : 1 – 17 .
  • Atkinson , A. A. , Banker , R. D. , Kaplan , R. S. and Young , S. M. 1997 . Management Accounting , 2nd edn. , Englewood Cliffs, NJ : Prentice-Hall .
  • Basu , A. K. , Lal , R. , Srinivasan , V. and Staelin , R. 1985 . Salesforce compensation plans: an agency theoretic perspective . Marketing Science , 4 ( 4 ) : 267 – 291 .
  • Demski , J. S. and Sappington , D. E. M. 1987 . Delegated expertise . Journal of Accounting Research , 25 ( 1 ) : 68 – 89 .
  • Gutschelhofer , A. and Roberts , H. 1997 . Anglo-Saxon and German life-cycle costing . International Journal of Accounting , 32 ( 1 ) : 23 – 44 .
  • Foster , G. and Gupta , M. 1994 . Marketing, cost management and management accounting . Journal of Management Accounting Research , Fall : 43 – 77 .
  • Hansen , D. R. and Mowen , M. M. 1997 . Management Accounting , Cincinnati, OH : International Thomson .
  • Kaplan , R. S. and Atkinson , A. A. 1998 . Advanced Management Accounting , 3rd edn. , Englewood Cliffs, NJ : Prentice-Hall .
  • Lal , R. and Srinivasan , V. 1993 . Compensation plans for single- and multi-product salesforces: an application of the Holmstrom-Milgrom model . Management Science , 39 ( 7 ) : 777 – 793 .
  • Mantrala , M. K. and Raman , K. 1990 . Analysis of a sales-force-incentive plan for accurate sales forecasting and performance . International Journal of Research in Marketing , 7 ( 2–3 ) : 189 – 202 .
  • Riegler , C. 1995 . “ Marktorientierung im Kostenmanagement ” . In Controlling und Unternehmensführung , Edited by: Wagenhofer , A. and Gutschelhofer , A. 145 – 170 . Vienna : Linde Verlag .
  • Sappington , D. 1983 . Limited liability contracts between principal and agent . Journal of Economic Theory , 29 : 1 – 21 .
  • Weber , J. and Weißenberger , B. 1997 . Relative Einzelkosten- und Deckungsbeitragsrechnung: a critical evaluation of Riebel's approach . Management Accounting Research , 8 ( 3 ) : 277 – 298 .
  • Weigand , C. 1993 . Mehrdimensionale Vertriebsergebnisrechnung als Instrument des Marketing-Controlling . Kostenrechnungspraxis , 37 : 55 – 62 . Sonderheft 1

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:

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:

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.