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Optimization models for salesforce compensation


  • 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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    References listed on IDEAS

    1. Fudenberg, Drew & Holmstrom, Bengt & Milgrom, Paul, 1990. "Short-term contracts and long-term agency relationships," Journal of Economic Theory, Elsevier, vol. 51(1), pages 1-31, June.
    2. 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.
    3. Ford, Neil M. & Churchill, Gilbert Jr. & Walker, Orville Jr., 1985. "Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence," Journal of Business Research, Elsevier, vol. 13(2), pages 123-138, April.
    4. Anne T. Coughlan & Subrata K. Sen, 1989. "Salesforce Compensation: Theory and Managerial Implications," Marketing Science, INFORMS, vol. 8(4), pages 324-342.
    5. Rajiv Lal & V. Srinivasan, 1993. "Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model," Management Science, INFORMS, vol. 39(7), pages 777-793, July.
    6. Amiya K. Basu & Rajiv Lal & V. Srinivasan & Richard Staelin, 1985. "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science, INFORMS, vol. 4(4), pages 267-291.
    7. Rajiv Lal & Richard Staelin, 1986. "Salesforce Compensation Plans in Environments with Asymmetric Information," Marketing Science, INFORMS, vol. 5(3), pages 179-198.
    8. Erin Anderson, 1985. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, INFORMS, vol. 4(3), pages 234-254.
    9. Charles S. Tapiero & John U. Farley, 1975. "Optimal Control of Sales Force Effort in Time," Management Science, INFORMS, vol. 21(9), pages 976-985, May.
    10. Charles B. Weinberg, 1975. "An Optimal Commission Plan for Salesmen's Control Over Price," Management Science, INFORMS, vol. 21(8), pages 937-943, April.
    11. Ram C. Rao, 1990. "Compensating Heterogeneous Salesforces: Some Explicit Solutions," Marketing Science, INFORMS, vol. 9(4), pages 319-341.
    12. Murali K. Mantrala & Prabhakant Sinha & Andris A. Zoltners, 1994. "Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach," Marketing Science, INFORMS, vol. 13(2), pages 121-144.
    13. Otto A. Davis & John U. Farley, 1971. "Allocating Sales Force Effort with Commissions and Quotas," Management Science, INFORMS, vol. 18(4-Part-II), pages 55-63, December.
    14. Charnes, A. & Cooper, W. W. & Rhodes, E., 1978. "Measuring the efficiency of decision making units," European Journal of Operational Research, Elsevier, vol. 2(6), pages 429-444, November.
    15. Bengt Holmstrom, 1979. "Moral Hazard and Observability," Bell Journal of Economics, The RAND Corporation, vol. 10(1), pages 74-91, Spring.
    16. Charles B. Weinberg, 1978. "Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces," Management Science, INFORMS, vol. 24(12), pages 1252-1258, August.
    17. Coughlan, Anne T & Narasimhan, Chakravarthi, 1992. "An Empirical Analysis of Sales-Force Compensation Plans," The Journal of Business, University of Chicago Press, vol. 65(1), pages 93-121, January.
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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. 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.
    8. repec:eee:ijrema:v:29:y:2012:i:1:p:68-80 is not listed on IDEAS
    9. Sijun Wang & Yuanjie He, 2008. "Compensating Nondedicated Cross-Functional Teams," Organization Science, INFORMS, vol. 19(5), pages 753-765, October.

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