Construct · 1 fields · 1 citations

bonus-based sales compensation effects: a standalone construct

One name. One construct. A landmark on the map.

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bonus-based salescompensation effects1 CONSTRUCTBonus-based salesCHUNG · PERSONAL SELLING AND

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Personal selling and sales management

the effects of quota-linked bonuses on salespeople's effort over time, estimated with a dynamic structural model.

In personal selling and sales management, bonus-based sales compensation effects refers to the effects of quota-linked bonuses on salespeople's effort over time, estimated with a dynamic structural model. This meaning comes from Chung (2014) in Marketing Science.[1]

Unit
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Nearby constructs

compensation2 fields · 2 citationsjingle · one word, two constructseffort2 fields · 2 citationsjingle · one word, two constructsmodel3 fields · 3 citationsjingle · one word, three constructs

References

  1. Chung, D. J., Steenburgh, T., & Sudhir, K. (2014). Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans. Marketing Science, 33(2), 165-187. https://doi.org/10.1287/mksc.2013.0815

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