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Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation
Abstract
The transaction cost analysis framework is integrated with prescriptions from the sales management literature to develop a model that indicates the role of salary in a sales compensation plan for industrial firms. The descriptive power of the model is examined by surveying compensation practices in 161 firms. The results indicate that the transaction cost framework is somewhat useful in describing the use of salary, but the framework does not consider some important aspects guiding salary versus incentive compensation decisions.
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Citations
Cited by
The Provision of Incentives in Firms
Prendergast, C. (1999) · Journal of Economic Literature · doi:10.1257/jel.37.1.7 · Cited by 3,338
Explaining the Swollen Middle: Why Most Transactions Are a Mix of “Market” and “Hierarchy”
Hennart, J.-F. (1993) · Organization Science · doi:10.1287/orsc.4.4.529 · Cited by 652
The Negative Effects of Social Capital in Organizations: A Review and Extension
Pillai, K. G., Hodgkinson, G. P., Kalyanaram, G., & Nair, S. R. (2017) · International Journal of Management Reviews · doi:10.1111/ijmr.12085 · Cited by 185
Chen, P.-Y., Chen, K.-Y., & Wu, L.-Y. (2017) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-09-2014-0171 · Cited by 85
Giving electronic word of mouth (eWOM) as a prepurchase behavior: The case of online group buying
Lim, W. M., Ahmed, P. K., & Ali, M. Y. (2022) · Journal of Business Research · doi:10.1016/j.jbusres.2022.03.093 · Cited by 79
Metadata
- Authors
- John, G., & Weitz, B.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1989-02
- Volume
- 26
- Issue
- 1
- Pages
- 1-14
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2131317552
- Cited by
- 351
- References
- 0
- FWCI
- 9.26
- Type
- journal article
- Language
- en
- Open access
- closed
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- John, G., & Weitz, B. (1989). Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation. Journal of Marketing Research. https://doi.org/10.1177/002224378902600101
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
