Publications
Publications
- fall 1985
- Marketing Science
A Theory of Salesforce Compensation Plans
By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
Keywords
Citation
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.)