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- W2070796685 abstract "Abstract This paper presents two dynamic models, from the views of the company and its heterogeneous sales forces respectively, to find the principles of designing an effective bonus scheme for a monopolist. We obtain: (i) the increases of the sales potential elasticity may cause the decreases of the terminal sales volumes and the bonus scheme’s change rate; (ii) the relationship between the sales forces’ unit cost of product and the sales potential elasticity for the starting point of bonus scheme; (iii) the influences of the sales forces’ and the company’s markup limits on the terminal sales volumes and the change rate of bonus scheme; (iv) the management can shorten the time horizon for a higher discount rate or a lower change rate of bonus scheme." @default.
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- W2070796685 date "1995-09-01" @default.
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- W2070796685 title "The Decision of Designing an Effective Bonus Scheme for the Monopolist and His Heterogeneous Sales Forces" @default.
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- W2070796685 doi "https://doi.org/10.1080/02522667.1995.10699247" @default.
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