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Incentives for sales agents after the advent of the internet

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  • Christian Pfeil
  • Thorsten Posselt
  • Nils Maschke

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  • Christian Pfeil & Thorsten Posselt & Nils Maschke, 2008. "Incentives for sales agents after the advent of the internet," Marketing Letters, Springer, vol. 19(1), pages 51-63, March.
    • Handle: RePEc:kap:mktlet:v:19:y:2008:i:1:p:51-63
    DOI: 10.1007/s11002-007-9023-0
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    References listed on IDEAS

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    1. Yannis Bakos, 2001. "The Emerging Landscape for Retail E-Commerce," Journal of Economic Perspectives, American Economic Association, vol. 15(1), pages 69-80, Winter.
    2. Lorin M. Hitt & Frances X. Frei, 1999. "Do Better Customers Utilize Electronic Distribution Channels: The Case of PC Banking," Center for Financial Institutions Working Papers 99-21, Wharton School Center for Financial Institutions, University of Pennsylvania.
    3. Lorin M. Hitt & Frances X. Frei, 2002. "Do Better Customers Utilize Electronic Distribution Channels? The Case of PC Banking," Management Science, INFORMS, vol. 48(6), pages 732-748, June.
    4. Anne T. Coughlan & Subrata K. Sen, 1989. "Salesforce Compensation: Theory and Managerial Implications," Marketing Science, INFORMS, vol. 8(4), pages 324-342.
    5. Amiya K. Basu & Rajiv Lal & V. Srinivasan & Richard Staelin, 1985. "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science, INFORMS, vol. 4(4), pages 267-291.
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    Cited by:

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