Customer Satisfaction-Based Incentive Systems: Some Managerial and Salesperson Considerations

Sharma, Arun
March 1997
Journal of Personal Selling & Sales Management;Spring97, Vol. 17 Issue 2, p61
Academic Journal
Examines the perspective of the sales person on the efficacy of providing incentives based on customer satisfaction. Suggestion that the implementation and compensation systems based on customer satisfaction ratings are neither simple nor intuitive; Highlighting managerial implications of the findings and future research opportunities.


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