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Sales force management; career incentives; promotion tournaments; forced ranking; peter principle; sales force owned customer loyalty; non compete agreements
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Essays On Sales Force Career Incentives, Somnath Banerjee
Essays On Sales Force Career Incentives, Somnath Banerjee
Electronic Theses and Dissertations
This dissertation uses game theoretic models in a principal-agent framework to study how firms optimally manage long term career related incentives for their sales people. When sales people put sales effort they face incentives not only from short term incentives like commissions and bonuses but also from long term rewards associated with progression in their career. In particular, sales people are often motivated to get promoted and avoid being laid off, to get selected to managerial positions and to form stronger relationships with customers so that they can bargain for higher wages in the future, respectively. Three different essays examine …