Matches in SemOpenAlex for { <https://semopenalex.org/work/W2593670207> ?p ?o ?g. }
Showing items 1 to 81 of
81
with 100 items per page.
- W2593670207 abstract "The semiconductor industry has entered a new phasewhere growth is in line with the rest of the economy. This changefrom rapid growth to average growth is forcing changes in howbusiness is done across the industry. One area that can beinspected is incentivization and compensation of companies' salesforces. While the state of the practice in the industry is to paycommissions on sales made, research indicates that thesemiconductor sales process may be more effective withoutcommissions. This thesis uses System Dynamics modeling andsimulation techniques to analyze the differences that result fromdifferent types of incentive plans for salespeople in order to testthe robustness of a non-commissioned model against the moretraditional commissioned model. The results show which incentiveapproach is more robust in the new economy. The modeling of thesedifferent incentive approaches shows that a non-commissioned salesforce is superior in every scenario. While a commissioned salesforce can drive growth, the sales force is less effective when paidcommissions so price advantage must be used as a lever to drivesales to the level that a non-commissioned sales force can achieve.In growth, recession, and stability, a non-commissioned sales forceis shown to be more effective when selling a complex product in acomplex industry." @default.
- W2593670207 created "2017-03-16" @default.
- W2593670207 creator A5052148889 @default.
- W2593670207 date "2016-01-01" @default.
- W2593670207 modified "2023-09-25" @default.
- W2593670207 title "Dynamics of sales compensation systems for complex sales in the semiconductor industry" @default.
- W2593670207 cites W2012525563 @default.
- W2593670207 cites W2106580408 @default.
- W2593670207 cites W2114853176 @default.
- W2593670207 cites W2988934653 @default.
- W2593670207 hasPublicationYear "2016" @default.
- W2593670207 type Work @default.
- W2593670207 sameAs 2593670207 @default.
- W2593670207 citedByCount "0" @default.
- W2593670207 crossrefType "dissertation" @default.
- W2593670207 hasAuthorship W2593670207A5052148889 @default.
- W2593670207 hasConcept C10138342 @default.
- W2593670207 hasConcept C104317684 @default.
- W2593670207 hasConcept C11171543 @default.
- W2593670207 hasConcept C127413603 @default.
- W2593670207 hasConcept C144133560 @default.
- W2593670207 hasConcept C15744967 @default.
- W2593670207 hasConcept C162324750 @default.
- W2593670207 hasConcept C162853370 @default.
- W2593670207 hasConcept C165556158 @default.
- W2593670207 hasConcept C175444787 @default.
- W2593670207 hasConcept C182306322 @default.
- W2593670207 hasConcept C185592680 @default.
- W2593670207 hasConcept C195742910 @default.
- W2593670207 hasConcept C2780023022 @default.
- W2593670207 hasConcept C29122968 @default.
- W2593670207 hasConcept C2992111769 @default.
- W2593670207 hasConcept C40700 @default.
- W2593670207 hasConcept C55493867 @default.
- W2593670207 hasConcept C63479239 @default.
- W2593670207 hasConceptScore W2593670207C10138342 @default.
- W2593670207 hasConceptScore W2593670207C104317684 @default.
- W2593670207 hasConceptScore W2593670207C11171543 @default.
- W2593670207 hasConceptScore W2593670207C127413603 @default.
- W2593670207 hasConceptScore W2593670207C144133560 @default.
- W2593670207 hasConceptScore W2593670207C15744967 @default.
- W2593670207 hasConceptScore W2593670207C162324750 @default.
- W2593670207 hasConceptScore W2593670207C162853370 @default.
- W2593670207 hasConceptScore W2593670207C165556158 @default.
- W2593670207 hasConceptScore W2593670207C175444787 @default.
- W2593670207 hasConceptScore W2593670207C182306322 @default.
- W2593670207 hasConceptScore W2593670207C185592680 @default.
- W2593670207 hasConceptScore W2593670207C195742910 @default.
- W2593670207 hasConceptScore W2593670207C2780023022 @default.
- W2593670207 hasConceptScore W2593670207C29122968 @default.
- W2593670207 hasConceptScore W2593670207C2992111769 @default.
- W2593670207 hasConceptScore W2593670207C40700 @default.
- W2593670207 hasConceptScore W2593670207C55493867 @default.
- W2593670207 hasConceptScore W2593670207C63479239 @default.
- W2593670207 hasLocation W25936702071 @default.
- W2593670207 hasOpenAccess W2593670207 @default.
- W2593670207 hasPrimaryLocation W25936702071 @default.
- W2593670207 hasRelatedWork W1217574095 @default.
- W2593670207 hasRelatedWork W1540984260 @default.
- W2593670207 hasRelatedWork W2005422044 @default.
- W2593670207 hasRelatedWork W2034321072 @default.
- W2593670207 hasRelatedWork W2078725191 @default.
- W2593670207 hasRelatedWork W2103787514 @default.
- W2593670207 hasRelatedWork W2160343084 @default.
- W2593670207 hasRelatedWork W2254295871 @default.
- W2593670207 hasRelatedWork W2346497380 @default.
- W2593670207 hasRelatedWork W2799587466 @default.
- W2593670207 hasRelatedWork W2893331093 @default.
- W2593670207 hasRelatedWork W3092538179 @default.
- W2593670207 hasRelatedWork W3121676353 @default.
- W2593670207 hasRelatedWork W3122683604 @default.
- W2593670207 hasRelatedWork W3125157911 @default.
- W2593670207 hasRelatedWork W3198666151 @default.
- W2593670207 hasRelatedWork W607540143 @default.
- W2593670207 hasRelatedWork W66570721 @default.
- W2593670207 hasRelatedWork W1537218507 @default.
- W2593670207 hasRelatedWork W2547374697 @default.
- W2593670207 isParatext "false" @default.
- W2593670207 isRetracted "false" @default.
- W2593670207 magId "2593670207" @default.
- W2593670207 workType "dissertation" @default.