Myyjän palkitseminen: Lähteitä ja lisätietoja

LÄHTEITÄ JA LISÄTIETOJA:

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Chung, D. J., Steenburgh, T., & Sudhir, K. (2014). Do bonuses enhance sales productivity? A dynamic structural analysis of bonus-based compensation plans. Marketing Science, 33(2), 165-187.

Chung, D., Kim, B., & Syam, N. B. (2020). A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?. Foundations and Trends® in Marketing.

Chung, D. J., Kim, B., & Park, B. G. (2021). The comprehensive effects of sales force management: A dynamic structural analysis of selection, compensation, and training. Management Science.

Chung, D. J., Narayandas, D., & Chang, D. (2021). The effects of quota frequency: Sales performance and product focus. Management Science, 67(4), 2151-2170.

Joseph, K., & Kalwani, M. U. (1998). The role of bonus pay in salesforce compensation plans. Industrial Marketing Management, 27(2), 147-159.

Miao, C. F., Evans, K. R., & Li, P. (2017). Effects of top-performer rewards on fellow salespeople: a double-edged sword. Journal of Personal Selling & Sales Management, 37(4), 280-297.

Patil, A., & Syam, N. (2018). How do specialized personal incentives enhance sales performance? The benefits of steady sales growth. Journal of Marketing, 82(1), 57-73.

Radin, T. J., & Oppenheimer, R. J. (2002). The myth of the salesperson: Intended and unintended consequences of product-specific sales incentives. Journal of Business Ethics, 36(1), 79-92.

Schöttner, A. (2017). Optimal sales force compensation in dynamic settings: Commissions vs. bonuses. Management Science, 63(5), 1529-1544.