The Optimal Compensation for Heterogeneous Salesforce

DOI10.1080/02522667.1995.10699210MaRDI QIDQ4846559zbMATH OpenOpenAlexFDO

Authors Miaosheng Chen, Chun-Tao Chang

Publication date 27 August 1995

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

Full work available at URL https://doi.org/10.1080/02522667.1995.10699210

zbMATH Keywords

heterogeneous salesforce

Mathematics Subject Classification ID

Case-oriented studies in operations research (90B90) Application models in control theory (93C95)

Recommendations

• scientific article; zbMATH DE number 1094827
• Optimization models for salesforce compensation
• Optimization model for salesforce compensation under effort level
• From the sides of firm to manage the salesforce compensation plans
• Optimal control of salesforce compensation under transaction cost

Cites work

• scientific article; zbMATH DE number 3712681 (Why is no real title available?)
• An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce

Cited in

(7)

• Optimal control of salesforce compensation under transaction cost
• Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
• Optimization model for salesforce compensation under effort level
• THE END-OF-THE-YEAR BONUS: HOW TO OPTIMALLY REWARD A TRADER?
• Setting Commission Rates for the Control of the Salesperson's Client-prospect Effort Allocation
• Compensation plan for competing salespersons under asymmetric information
• From the sides of firm to manage the salesforce compensation plans

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