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On optimal salesforce compensation in the presence of production learning effects
1990
International Journal of Research in Marketing
Ir?.stiture for the Study of Buriness Murket~, The Penn~loonra State lJniuer.sity, tiniuemity Pork, PA 16802, U.S.A. This paper presents a iheory of multi-period salesforce compensation in which a firm experiences a production learning effect. Firm management uses the salesforce compensation plan to promote current period svles (and production) in order to lower future period production costs. The iirm management (principal)-salespcrron (agent) relationship is modeled as an agency relationship.
doi:10.1016/0167-8116(90)90020-n
fatcat:qn6xs452qfdyzbe7rhbpyupaaq