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Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey

Author

Listed:
  • Melik Karabiyikoglu

    (Graduate School of Social Sciences, Okan University, Istanbul, Turkey)

Abstract

The aim of this paper is to study bonus and rebate for exclusive dealers in GSM sector in Turkey, for which operators and handset manufacturers provide special incentives to dealers for exceeding specific sales targets. They develop a theoretical model of dealers and manufacturer behavior based on observations about key aspects of the mobile phone market. The analysis provides important insights about sales bonus. For example, rebate is not preferred by the owners of dealers instead of bonuses. The authors find empirical support when they test the theoretical results.

Suggested Citation

  • Melik Karabiyikoglu, 2012. "Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey," International Review of Management and Marketing, Econjournals, vol. 2(3), pages 192-198.
    • Handle: RePEc:eco:journ3:2012-02-19
    as

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    References listed on IDEAS

    as
    1. Han, Tzu-Shian & Shen, Chung-Hua, 2007. "The effects of bonus systems on firm performance in Taiwan's high-tech sector," Journal of Comparative Economics, Elsevier, vol. 35(1), pages 235-249, March.
    2. Konstantinos Pouliakas, 2010. "Pay Enough, Don't Pay Too Much or Don't Pay at All? The Impact of Bonus Intensity on Job Satisfaction," Kyklos, Wiley Blackwell, vol. 63(4), pages 597-626, November.
    3. Feighery, E.C. & Ribisl, K.M. & Achabal, D.D. & Tyebjee, T., 1999. "Retail trade incentives: How tobacco industry practices compare with those of other industries," American Journal of Public Health, American Public Health Association, vol. 89(10), pages 1564-1566.
    4. Terry A. Taylor, 2002. "Supply Chain Coordination Under Channel Rebates with Sales Effort Effects," Management Science, INFORMS, vol. 48(8), pages 992-1007, August.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Bonus; Rebate; Dealer Incentive; GSM Sector; Channel Support;
    All these keywords.

    JEL classification:

    • M39 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Other
    • E32 - Macroeconomics and Monetary Economics - - Prices, Business Fluctuations, and Cycles - - - Business Fluctuations; Cycles
    • L1 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance
    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce

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