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• W1491199409 abstract "This paper takes an integrated view of Transaction Cost Analysis (TCA) in order to study the design of incentive compensation plans in salesforces and develops a framework of incentive compensation match to organizational life cycle. In essence, this article argues different incentive strategy, such as outcome, behavior and clan incentive control, can create different effort effect for salesforce in each stage of organizational life cycle. Three types of incentive compensation based, output, process and socialization, are proposed respectively in each stage of organizational processes. Implementing different types of incentive compensation criterion to motive salesforce to execute the corresponding strategy of organization can be built." @default.
• W1491199409 created "2016-06-24" @default.
• W1491199409 creator A5083297032 @default.
• W1491199409 date "2007-03-20" @default.
• W1491199409 modified "2023-10-17" @default.
• W1491199409 title "Salesforce incentive within organizational life cycle: A transaction cost analysis" @default.
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• W1491199409 doi "https://doi.org/10.3233/hsm-2007-26101" @default.
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