The impact of matching sales compensation with characteristics of the salesperson, the strategic business unit, and the corporation
Sales force compensation presents an important strategic decision to many firms. It has been widely acknowledged that the compensation of the sales force may be used to enhance sales, control sales force activities, and improve customer relationships (Coletti and Cichelli 1991, Stanton and Buskirk 1...
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| Language: | ENG |
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ScholarWorks@UMass Amherst
2000
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| Online Access: | https://scholarworks.umass.edu/dissertations/AAI9988780 |