As designing effective sales force financial compensation (SFFC) is as important as it is
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …

Drawing from research on the transparency-privacy dilemma in management, we theorize
that firm-level pay transparency elicits a multistep process involving managers and …

Preordering is an emerging business model in luxury fashion, which provides consumers
the opportunity to preorder new collection products immediately after fashion runway shows …

Sales compensation plans affect salespeople's prospecting activity and sales opportunity
coverage because they shape behavior in terms of how reps manage their territory and …

<? show [AQ ID= GQ4 POS= 12pt]?><? show [AQ ID= GQ5 POS= 24pt]?> The living wage
(LW) movement is part of the fight against forced labor: It aims to ensure that workers receive …

This study aims to determine the cost of letting an agent adjust the service rate to the last
realized event, being a customer arrival or a service completion. We study this question in a …

This study considers a new product development supply chain consisting of a client and a
delegated vendor, and applies a differential game to capture three forms of contracts …

A firm hires an agent (eg, a store manager) to undertake both operational and marketing
tasks. Marketing tasks boost demand, but for demand to translate into sales, operational …

Delegation and salary information disclosure strategies of customer acquisition and retention |
Emerald Insight Books and journals Case studies Expert Briefings Open Access Publish with us …

As a natural psychological tendency of human beings, social comparison is pervasive
among consumers. However, while plenty of literature studied the role of social comparison …