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John et al., 1989 - Google Patents

Salesforce compensation: An empirical investigation of factors related to use of salary versus incentive compensation

John et al., 1989

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Document ID
3956795747047896692
Author
John G
Weitz B
Publication year
Publication venue
Journal of Marketing Research

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Snippet

The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of salary in a sales compensation plan for industrial firms. The descriptive power of the model is examined by …
Continue reading at www.researchgate.net (PDF) (other versions)

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