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  • 2020
  • Article

A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?
By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role...  View Details
Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives
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  • Research Summary

Overview
By: Alvin J. Silk
ECONOMICS OF THE ADVERTISING AND MARKETING SERVICEC INDUSTRY

Professor Silk’s recent research has been focused on the economics of the advertising and marketing services industry. He has conducted econometric studies of the effects of scale and scope on the...  View Details

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