Article | Marketing Science | fall 1985

A Theory of Salesforce Compensation Plans

by R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin

Keywords: Theory; Sales; Employees; Competition;


Lal, R., A. K. Basu, V. Srinivasan, and Richard Staelin. "A Theory of Salesforce Compensation Plans." Marketing Science (fall 1985). (Winner of TIMS College of Marketing. Award for Best Article in Marketing Science For the best marketing paper published in Marketing Science or Management Science presented by Institute of Management Sciences.)