Optimization models for salesforce compensation

DOI10.1016/S0377-2217(96)90046-6MaRDI QIDQ1266644zbMATH OpenOpenAlexFDO

Authors Sönke Albers

Publication date 7 October 1998

Published in European Journal of Operational Research (Search for Journal in Brave)

Full work available at URL https://doi.org/10.1016/s0377-2217(96)90046-6

zbMATH Keywords

agency theoretic modelsdesign of optimal salesforce compensation schemes

Mathematics Subject Classification ID

Marketing, advertising (90B60)

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Cites work

• An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce
• scientific article; zbMATH DE number 1034235 (Why is no real title available?)
• Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces
• Measuring the efficiency of decision making units
• Optimal Control of Sales Force Effort in Time
• Setting Commission Rates for the Control of the Salesperson's Client-prospect Effort Allocation
• Short-term contracts and long-term agency relationships

Cited in

(20)

• The quota-based compensation plan in fashion retailing industry under asymmetric information
• Optimal conditions for sales force equitable compensation
• Salesforce contracting under model uncertainty
• Compensation plan for competing salespersons under asymmetric information
• Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints
• Optimal compensation rules for integrated services
• Technical note: Impact of inventory on quota-bonus contracts with rent sharing
• Setting Commission Rates for the Control of the Salesperson's Client-prospect Effort Allocation
• Salesforce compensation scheme and consumer inferences
• scientific article; zbMATH DE number 617483 (Why is no real title available?)
• Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
• scientific article; zbMATH DE number 1094827 (Why is no real title available?)
• Predicting the long-run profit impact of a contemplated sales force compensation plan
• From the sides of firm to manage the salesforce compensation plans
• scientific article; zbMATH DE number 2144392 (Why is no real title available?)
• The Decision of Designing an Effective Bonus Scheme for the Monopolist and His Heterogeneous Sales Forces
• The Optimal Compensation for Heterogeneous Salesforce
• Price strategies and salesforce compensation design with overconfident sales agent
• Optimal control of salesforce compensation under transaction cost
• Optimization model for salesforce compensation under effort level

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