Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey
AbstractThe aim of this paper is to study bonus and rebate for exclusive dealers in GSM sector in Turkey, for which operators and handset manufacturers provide special incentives to dealers for exceeding specific sales targets. They develop a theoretical model of dealers and manufacturer behavior based on observations about key aspects of the mobile phone market. The analysis provides important insights about sales bonus. For example, rebate is not preferred by the owners of dealers instead of bonuses. The authors find empirical support when they test the theoretical results.
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Bibliographic InfoArticle provided by Econjournals in its journal International Review of Management and Marketing.
Volume (Year): 2 (2012)
Issue (Month): 3 ()
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Web page: http://www.econjournals.com
Bonus; Rebate; Dealer Incentive; GSM Sector; Channel Support;
Find related papers by JEL classification:
- M39 - Business Administration and Business Economics; Marketing; Accounting - - Marketing and Advertising - - - Other
- E32 - Macroeconomics and Monetary Economics - - Prices, Business Fluctuations, and Cycles - - - Business Fluctuations; Cycles
- L1 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance
- L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce
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