The Impact of Compensation Structure on Salesperson Perceptions and Behaviors: Insights From the Sales Literature

Compensation is one of the most effective methods used to align and motivate salespeople to accomplish sales and organizational objectives. For this reason, sales researchers have made considerable strides in understanding the impact that compensation structure has on salespeople and salesforce perf...

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Veröffentlicht in:	Compensation and benefits review 2022-01, Vol.54 (1), p.3-11
Hauptverfasser:	O’Donnell, Edward, Marsh, Laurence
Format:	Artikel
Sprache:	eng
Schlagworte:	Compensation Literature reviews Sales Salespeople Wages & salaries
Online-Zugang:	Volltext
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