Article | Marketing Science | summer 1986

Salesforce Compensation Plans in Environments with Asymmetric Information

by R. Lal and Richard Staelin

Keywords: Employees; Sales; Compensation and Benefits; Information;

Citation:

Lal, R., and Richard Staelin. "Salesforce Compensation Plans in Environments with Asymmetric Information." Marketing Science (summer 1986). (Runner-up of the TIMS College of Marketing Award for the Best Article in Management and Marketing Science in 1986.)