Research Catalog

The effects of risk preference, uncertainty, and incentive compensation on salesperson motivation

Title
The effects of risk preference, uncertainty, and incentive compensation on salesperson motivation / Richard L. Oliver, Barton A. Weitz.
Author
Oliver, Richard L., 1945-2016.
Publication
Cambridge, Mass. : Marketing Science Institute, 1991.

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StatusFormatAccessCall NumberItem Location
TextRequest in advance HF5415 .M31 no.91/103-91/107Off-site

Holdings

Details

Additional Authors
  • Weitz, Barton A.
  • Marketing Science Institute.
Description
23 pages : illustrations; 28 cm.
Series Statement
Report (Marketing Science Institute) ; no. 91-104
Uniform Title
Report (Marketing Science Institute) ; no. 91-104.
Subject
  • Incentives in industry
  • Gain sharing
  • Employee motivation
  • Sales personnel > Salaries, etc
Note
  • "Working paper."
  • "February, 1991."
Bibliography (note)
  • Includes bibliographical references (p. 20-21).
OCLC
  • 152420406
  • ocn152420406
Owning Institutions
Columbia University Libraries