Sales Compensation is a reward system that specifically allocates financial and non-financial incentives to sales personnel based on individual, team, or organizational performance metrics to align selling behaviors with strategic sales objectives.
265
Publications
22.9K
Citations
452
Authors
284
Institutions
Publications per year
2017–2026
45
Variants
Sales Force Compensation
Publications
265
The Firm as an Incentive System
Bengt Holmström, Paul Milgrom · American Economic Review · 1994 · 1.4K citations
1–5 of 265
Authors
452
- DJ
7
h-index
- BA
7
h-index
- AT
6
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- TN
6
h-index
- EA
5
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1–5 of 452
Institutions
284
Northwestern University
Evanston, United States
9 h-index
11 publications
1.5K citations
Stanford University
Stanford, United States
9 h-index
11 publications
4.1K citations
University of Wisconsin–Madison
Madison, United States
8 h-index
10 publications
719 citations
Pennsylvania State University
State College, United States
7 h-index
9 publications
3.4K citations
University of Florida
Gainesville, United States
7 h-index
8 publications
690 citations
Texas Christian University
Fort Worth, United States
6 h-index
7 publications
988 citations
The University of Texas at Austin
Austin, United States
6 h-index
10 publications
370 citations
University of Minnesota
Minneapolis, United States
6 h-index
6 publications
956 citations
1–8 of 284
Venues
- Journal of Personal Selling and Sales Management
JPSSM · 26 publications · 911 citations
19
h-index
- Journal of Marketing Research
22 publications · 1.4K citations
19
h-index
- Management Science
19 publications · 3.3K citations
16
h-index
- Journal of Marketing
JM · 17 publications · 3.9K citations
15
h-index
- SSRN Electronic Journal
Repository · 11 publications · 365 citations
11
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1–5