Is Cash King for Sales Compensation Plans? Evidence from a Large-Scale Field Intervention
نویسندگان
چکیده
منابع مشابه
Is Cash King for Sales Compensation Plans? Evidence from a Large Scale Field Intervention
The pervasive use of merchandise (i.e., non-cash) incentives in sales compensation plans is an empirical and theoretical puzzle given the supposed superiority of cash incentives in the standard theory (i.e., principal-agent models) and the scant, and contradictory empirical evidence. We conducted a large scale field intervention that switched 580 salespeople at a large frozen food manufacturer ...
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ژورنال
عنوان ژورنال: Journal of Marketing Research
سال: 2018
ISSN: 0022-2437,1547-7193
DOI: 10.1509/jmr.14.0290