Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry

Incentive Features in CEO Compensation in the Banking Industry

he topic of corporate governance in general, and topmanagement compensation in particular, has received enormous attention in recent years.1 Although an increasing literature has examined various aspects of the corporate governance of manufacturing firms in the United States and abroad, the corporate governance of banks and financial institutions has received relatively less focus. Alignment of...

The Role of Incentive Measures in Workers’ Compensation Schemes

Optimal Sales Force Diversification and Group Incentive Payments

I this research, we show that the interaction between territory allocation and sales force compensation—two key drivers of sales productivity—strongly affects the firm’s profitability. We analyze an agency-theoretic model that jointly considers the degree of negative or positive correlation across territory outcomes, differences in territories’ sales potentials, the agency problem with risk-ave...

The South African Sugarcane Industry

A preliminary s~rvey was conducted to provide an esti~ate of the seventy of red rot (Glomerella tucumanensis) I~ vanous parts of the sugar industry. The incidence of this dIsea~e was greater in the higher altitude areas, with long growing cycles, and where crops were damaged by sesamia or eldana borers. The most severe case observed was 52% of stalks of NC0376 infected in a field at Kranskop. S...

Effective incentive compensation for sales employees during tough economic times

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