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Optimization models for salesforce compensation

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  • Albers, Sonke

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  • Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
    • Handle: RePEc:eee:ejores:v:89:y:1996:i:1:p:1-17
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    12. V. Srinivasan, 1981. "An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce," Management Science, INFORMS, vol. 27(7), pages 731-756, July.
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    14. Erin Anderson, 1985. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, INFORMS, vol. 4(3), pages 234-254.
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    Cited by:

    1. Bernd Skiera & Sönke Albers, 1998. "COSTA: Contribution Optimizing Sales Territory Alignment," Marketing Science, INFORMS, vol. 17(3), pages 196-213.
    2. Maximilian Jung & Christian Riegler, 1999. "Accounting information, salesforce compensation and acquisition of new customers," European Accounting Review, Taylor & Francis Journals, vol. 8(3), pages 421-441.
    3. Lee, Chung-Yee & Yang, Ruina, 2013. "Compensation plan for competing salespersons under asymmetric information," European Journal of Operational Research, Elsevier, vol. 227(3), pages 570-580.
    4. Krafft, Manfred, 1997. "An empirical investigation of the antecedents of salesforce control systems," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 454, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    5. Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre (Ed.), 1996. "Jahresbericht 1995," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 382, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    6. Haase, Knut & Müller, Sven, 2014. "Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints," European Journal of Operational Research, Elsevier, vol. 237(2), pages 677-689.
    7. Lisa M. Scheele & Ulrich W. Thonemann & Marco Slikker, 2018. "Designing Incentive Systems for Truthful Forecast Information Sharing Within a Firm," Management Science, INFORMS, vol. 64(8), pages 3690-3713, August.
    8. Sprecher, Arno, 1999. "Sales force deployment by genetic concepts," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 514, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    9. Abou Nabout, Nadia & Skiera, Bernd & Stepanchuk, Tanja & Gerstmeier, Eva, 2012. "An analysis of the profitability of fee-based compensation plans for search engine marketing," International Journal of Research in Marketing, Elsevier, vol. 29(1), pages 68-80.
    10. Ruth Stock, 2004. "Erfolgsauswirkungen der marktorientierten Gestaltung des Personalmanagements," Schmalenbach Journal of Business Research, Springer, vol. 56(3), pages 237-258, May.
    11. Sijun Wang & Yuanjie He, 2008. "Compensating Nondedicated Cross-Functional Teams," Organization Science, INFORMS, vol. 19(5), pages 753-765, October.
    12. Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.

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