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- W110502008 abstract "The subject of interest in this chapter falls under the general heading of salesforce management. It has been estimated that in aggregate, expenditures related to the operations of a company’s salesforce exceed those for advertising and other marketing activities. In general, salesforce management involves not only administrative aspects such as recruiting, training, assigning, compensating, motivating and controlling the firm’s salesforce, but also decisions within the context of its marketing strategy such as the size of the salesforce and sales territory designs. We will in particular be interested in exploring the managerial implications for compensation schemes for the firm’s salesforce as well as the firm’s decisions regarding the optimal employment of its workers. The large and growing literature on employment contracts and incentive-related pay schemes has been explored in several management fields, marketing included. For our present purposes, we have to be very selective in addressing issues which are most directly relevant to the present work. As such, there is a clear personal bias in the sense that the materials reported below do not simply represent a review of existing literature on the subject. Rather, we will begin with a summary of a number of current results; then quickly address certain issues which, in the author’s opinion, are important and yet remain largely unexplored in the current literature. For the purpose of literature review, we are fortunate to have at least two major surveys published within the last couple of years: one is done by Coughlan [1993] in the Eliashberg and Lilien [1993] volume and the other in Chapter 8 of the Lilien, Kotler and Moorthy [1992] text; the former being an extensive and more technical-oriented revision of the Coughlan-Sen [1989] review." @default.
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- W110502008 date "1997-01-01" @default.
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- W110502008 title "Salesforce Size, Compensation and Labor Heterogeneity" @default.
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- W110502008 doi "https://doi.org/10.1007/978-1-4615-6209-2_5" @default.
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