IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-00537744.html
   My bibliography  Save this paper

Rémunération de la force de vente : une étude exploratoire des plans tridimensionnels

Author

Listed:
  • Dominique Rouzies

    (GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique)

Abstract

This last decade, research studies investigating optimal structures of salesforce compensation plans draw from agency theory. They make fundamental contributions essentially on two-dimensional structural forms such as salary-commission or salary-bonus plans. The objective of this paper is twofold: first, extend the field of investigation to three-dimensional structures such as salary-commissions-bonus plans with a different methodology, and second, assess the competition impact on optimal pay plans.

Suggested Citation

  • Dominique Rouzies, 1997. "Rémunération de la force de vente : une étude exploratoire des plans tridimensionnels," Post-Print hal-00537744, HAL.
    • Handle: RePEc:hal:journl:hal-00537744
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-00537744. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.