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

Dominique Rouzies ()
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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

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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.

Keywords: Salesforce; Optimal Compensation; Agency Theory; Response Surface Methodology.; Force de vente; rémunération optimale; théorie de l'agence; méthodologie de surface de réponse. (search for similar items in EconPapers)
Date: 1997
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Published in Recherche et Applications en Marketing (French Edition), 1997, Vol. 12, No 4, pp. 3-14

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00537744

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