Damping effect of the percentage-based scheme: A novel resilient salesforce compensation to battle market turbulence
This study examines the resilience of two salesforce compensations—the quantity-based (Q-type) and percentage-based (P-type)—under market turbulence. These two compensations are used to incentivize salespeople to promote demand. However, they work in different ways: the Q-type is an absolute compens...
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| Autors principals: | , , |
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| Format: | Artigo |
| Idioma: | Inglês |
| Publicat: |
KeAi Communications Co., Ltd.
2025-06-01
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| Col·lecció: | Journal of Management Science and Engineering |
| Matèries: | |
| Accés en línia: | http://www.sciencedirect.com/science/article/pii/S2096232024000611 |
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