Publications
Publications
  • fall 1985
  • Article
  • Marketing Science

A Theory of Salesforce Compensation Plans

By: R. Lal, A. K. Basu, V. Srinivasan and Richard Staelin
  • Format:Print
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Keywords

Theory; Sales; Employees; Competition

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.)

About The Author

Rajiv Lal

Marketing
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