Commission Plan Optimization is a methodological framework within compensation management systems that systematically designs and refines sales incentive structures to align organizational objectives with individual performance outcomes by mathematically modeling trade-offs among payout rules, cost efficiency, motivational impact, and strategic alignment.
7
Publications
391
Citations
5
Authors
4
Institutions
Publications per year
2017–2026
0
Parents
Publications
7
Technical Note—Delegating Pricing Responsibility to the Salesforce
Rajiv Lal · Marketing Science · 1986 · 126 citations
An Optimal Commission Plan for Salesmen's Control Over Price
Charles B. Weinberg · Management Science · 1975 · 92 citations
An Optimal Plan for Salesmen's Compensation
John U. Farley · Journal of Marketing Research · 1964 · 43 citations
An Optimal Plan for Salesmen's Compensation
John U. Farley · Journal of Marketing Research · 1964 · 39 citations
1–5 of 7
Authors
5
- JU
3
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- CB
2
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- RL
1
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- PD
1
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- AS
1
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1–5 of 5
Institutions
4
Stanford University
Stanford, United States
3 h-index
3 publications
238 citations
Carnegie Institution for Science
Washington, United States
1 h-index
1 publications
39 citations
Humboldt-Universität zu Berlin
Berlin, Germany
1 h-index
1 publications
48 citations
Columbia University
New York, United States
1 h-index
1 publications
20 citations
CY Cergy Paris Université
Cergy-Pontoise, France
1 publications
10 citations
Fondation HEC
Jouy-en-Josas, France
1 publications
10 citations
École Supérieure des Sciences Économiques et Commerciales
Cergy, France
1 publications
10 citations
1–7 of 4
Venues
- Management Science
2 publications · 140 citations
2
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- Journal of the Operational Research Society
OR · 2 publications · 43 citations
2
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- Journal of Marketing Research
2 publications · 82 citations
2
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- Marketing Science
1 publications · 126 citations
1
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1–4