TITLE

SALESPERSON AND SALES FORCE FINANCIAL COMPENSATION: A REVIEW OF EXISTING LITERATURE AND RECOMMENDATIONS FOR FURTHER RESEARCH

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p72
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This articles presents information on the recent research on sales compensation, using a framework of four objectives. These are efforts i.e., equivalent to results, rewards, control sales representatives activities, treat customers properly and attract and keep good people and five requirements that includes security and incentive, flexible or stable, simple, economical and competitive and fair of a good sales compensation plan. It maps the extant sales compensation research streams to its most appropriate point of the framework. Emphasis is given to outcome process control theory, transactions cost analysis, and agency theory, reflecting the recent activity in the literature on these topics. Emerging sales compensation research issues such as team selling and the relationship of incentives to customer relationships are discussed, and future research ideas are presented throughout the article.
ACCESSION #
9605143673

 

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