Sales force compensation, goal congruence and economic efficiency
W.R. Greer
(University of Oregon, Oregon, USA)
D.I. Hawkins
(University of Oregon, Oregon, USA)
285
Abstract
Demonstrates that, under certain conditions a unit‐based commission plan is disfunctional suggesting that it can result in low morale on the part of the salesforce. Develops a contribution‐based commission plan which, it is suggested, overcomes the problem of management and salesforce goal congruence, and which, it is proposed, is more cost‐efficient.
Keywords
Citation
Greer, W.R. and Hawkins, D.I. (1976), "Sales force compensation, goal congruence and economic efficiency", European Journal of Marketing, Vol. 10 No. 1, pp. 28-35. https://doi.org/10.1108/EUM0000000005035
Publisher
:MCB UP Ltd
Copyright © 1976, MCB UP Limited