Construct · 1 fields · 1 citations

agency theory of salesforce compensation: a standalone construct

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agency theory ofsalesforce compensation1 CONSTRUCTAgency theory ofBASU · PERSONAL SELLING AND

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Personal selling and sales management

a principal-agent model deriving the optimal mix of salary and commission for a salesperson facing uncertain sales and private effort.

In personal selling and sales management, agency theory of salesforce compensation refers to a principal-agent model deriving the optimal mix of salary and commission for a salesperson facing uncertain sales and private effort. This meaning comes from Basu (1985) in Marketing Science.[1]

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Nearby constructs

agency cost / principal-agent4 names · 5 citationsjangle · one delegation problem, many homesagency6 fields · 12 citationsjingle · one name, six constructscompensation2 fields · 2 citationsjingle · one word, two constructs

References

  1. Basu, A. K., Lal, R., Srinivasan, V., & Staelin, R. (1985). Salesforce Compensation Plans: An Agency Theoretic Perspective. Marketing Science, 4(4), 267-291. https://doi.org/10.1287/mksc.4.4.267

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