Optimization models for salesforce compensation

DOI10.1016/S0377-2217(96)90046-6zbMath0911.90232OpenAlexW2071386438MaRDI QIDQ1266644

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)

Related Items (1)

Upper and lower bounds for the sales force deployment problem with explicit contiguity constraints

Cites Work

• Unnamed Item
• Measuring the efficiency of decision making units
• Short-term contracts and long-term agency relationships
• Setting Commission Rates for the Control of the Salesperson's Client-prospect Effort Allocation
• An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce
• Optimal Control of Sales Force Effort in Time
• Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces

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