Optimal Compensation Plan Structures for Heterogeneous Sales Forces: an Empirical Application

Dominique Rouzies () and René Y. Darmon
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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
René Y. Darmon: ESSEC Business School

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Keywords: Optimal; Compensation Plan; Structures; Heterogeneous Sales Forces; Empirical Application (search for similar items in EconPapers)
Date: 1992
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Published in 1992

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Persistent link: https://EconPapers.repec.org/RePEc:hal:wpaper:hal-00611413

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