Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach
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- 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.
- repec:eee:ijrema:v:27:y:2010:i:1:p:58-68 is not listed on IDEAS
- Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
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Keywordssales force research; sales quota-bonus plans; principal-agent model; heterogeneous sales-people; salesperson utility function; conjoint analysis;
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