Journal of Marketing Research · 1989 · 141 citations · 0 references
ManagementBusiness EconomicsContract TheoryIncentive SystemsSales ManagementCompensation StrategyIncentive CompensationPay-for-performance CompensationSales CompensationSales Incentive PlansTransaction Cost EconomicsCompensation Contract DesignIncentive Compensation AnalysisIncentive Compensation DesignSales Compensation PlansTransaction Cost EconomiesTransaction Cost Measurement
George John, Barton Weitz, Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation, Journal of Marketing Research, Vol. 26, No. 1 (Feb., 1989), pp. 1-14