Optimization model for salesforce compensation under effort level

DOI10.1080/02522667.2005.10699667MaRDI QIDQ5490146zbMATH OpenOpenAlexFDO

Authors Miaosheng Chen, Horngjinh Chang, Chin-Nung Liao

Publication date 4 October 2006

Published in Journal of Information and Optimization Sciences (Search for Journal in Brave)

Full work available at URL https://doi.org/10.1080/02522667.2005.10699667

zbMATH Keywords

market segmentcommission rate

Mathematics Subject Classification ID

Sensitivity, stability, parametric optimization (90C31) Production theory, theory of the firm (91B38)

Recommendations

• Optimization models for salesforce compensation
• Optimal control of salesforce compensation under transaction cost
• The Optimal Compensation for Heterogeneous Salesforce
• Salesforce compensation scheme and consumer inferences
• From the sides of firm to manage the salesforce compensation plans

Cites work

• scientific article; zbMATH DE number 50791 (Why is no real title available?)
• An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce
• Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces
• Supply chain coordination under channel rebates with sales effort effects
• Two-stage production plan of probabilistic market demand with unreliable machines and obtainable working hour capacity

Cited in

(10)

• Salesforce compensation scheme and consumer inferences
• Threshold incentives over multiple periods and the sales hockey stick phenomenon
• Salesforce contracting under model uncertainty
• Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
• Optimal control of salesforce compensation under transaction cost
• Setting Commission Rates for the Control of the Salesperson's Client-prospect Effort Allocation
• From the sides of firm to manage the salesforce compensation plans
• The effects of transaction cost on market transparency when Hotelling market
• The Optimal Compensation for Heterogeneous Salesforce
• The impact of operational decisions on the design of salesforce incentives

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